Dynamic Channel Essentials

Resellers today want more from their channel account managers than someone who can provide T-shirts, hats and "Beer & Pizza" on a Friday night. Dynamic Channel Essentials is a one day workshop that covers the basic foundations of identifying, recruiting and managing channel partners.

Program Objectives

At the end of this program you will know how to:

• Use a set of tools, language and methodologies to engage with partners
• Design a best-practice channel structure to achieve your sales objectives
• Identify and avoid common channel recruitment & development problems
• Build long-term relationships with channel partners that generate results
• Understand and manage channel conflict

Who should attend?

Sales people who are relatively new to channels, and need to achieve sales results through partners. Experienced direct sales people, who require the support of channel partners to win major accounts, also find the program invaluable.

Program Outline

• The role of the channel (what makes partners tick)
• Managing differing partner relationship types (depth vs breadth)
• Partner acquisition strategy (defining the no. & type of required partners)
• Partner profiling and selection (recruiting the right partners)
• Influencing partner behaviour (getting partners to adopt your vision)
• Key elements of successful vendor programs
• Partner Development (creating action plans; conducting effective reviews)

No. of participants: Ideally 8-16
Duration: 1 day

This program is completely tailored around your particular organisation, and uses real partner & channel scenarios based around your products, competitors, and market position. We provide a unique learning experience that comes from our knowledge of the industry and the problems you face. Consequently, the material covered is of particular relevance to your channel, and can be used the next day to increase your effectiveness.