Customer Needs Analysis Questions for Channel Partners
Use these questions for customer needs analysis when working with channel partners. Refer to our main guide for strategy; use this framework to capture insights and strengthen collaboration.
A Ready-to-Use Customer Needs Analysis Questions for Channel Partners
This document provides a practical questions to structure your customer needs analysis conversations with channel partners.
- It's designed to help you systematically uncover partner and end-customer needs when you lack direct access to the ultimate buyer or user.
- For more on “the why” behind the questions below, check out this guide. These questions are most effective when used alongside the insights from the main guide.
Phase 1: Discovery
Understanding Customer Needs (Partner & Client)
Sequence | Question | Response Notes |
1 | Define Dream Outcome Ideally, what does success look like for you when you're helping your typical client (e.g., if you're an advisor, perhaps an HNWI client) navigate a key goal (e.g., their philanthropic journey)? | ㅤ |
2 | Identify the #1 Challenge Thinking about that ideal success, what are the main challenges or limitations – perhaps with current tools, resources, or the overall process – that make achieving that ideal difficult for you or your clients today? If they list many, ask them to rate significance (1-5) to prioritize the biggest misalignment. (Refer to guide for tips) | |
3 | Identify Consequences Thinking about [the #1 challenge identified above], what are the specific consequences for your client or for your work if that challenge isn’t addressed? | ㅤ |
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Phase 2: Validation
Analyze Offer Alignment
Sequence | Question | Response Rating & Notes |
4 | Validate Offer [Share solution/offer] Based on your review of our proposed solution/offer, on a scale of 1 to 5, how well does this align with addressing the challenges we discussed, and how interested would you be in [a working session to refine its fit for your clients]? (Adjust wording based on your desired call to action) | ㅤ |
5 | Next Steps If 4+ (Strong Alignment): Schedule next step in meeting If 3 or below (Alignment Gap): To help me understand, what's the biggest friction point regarding taking that collaborative step with us and make that session feel like a ‘5/5’ valuable use of your time? |
Questions to Refine Needs and Your Offer
Using these customer needs analysis questions provides structured data from your channel partners.
- This process helps validate the alignment of your solutions and strengthens partnerships by demonstrating commitment to addressing real-world challenges, ultimately driving mutual success through better alignment.
- For more on “the why” behind the questions below, check out this guide. These questions are most effective when used alongside the insights from the main guide.
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