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Overview

Selecting the most appropriate distribution/reseller/value-add channels, and motivating channel partners, are key factors in selling profitably through third parties. It is essential for any organisation involved in the selection and management of channel partners to know how to build and manage effective working relationships that build trust, add value and avoid conflict.

Who should attend?

Managers and staff involved in channel planning, channel account management and those who are involved in the selection, motivation, evaluation and management of channel partners.

Learning outcomes

  • Identify key trends, opportunities, challenges involved in channel development.
  • Recognise the benefits of adopting a sales and marketing process to channel partners.
  • Handle joint selling and marketing approaches.
  • Understand the differing and emerging types of channel.
  • Use developments in supply chain management for mutual benefit.
  • Determine selection criteria for channel partners using templates.
  • Motivational programmes and techniques for channel partners and their staff.
  • Develop and agree clear account plans for partners.
  • Evaluation using reporting and feedback standards.
  • Agree and assess the performance criteria for channel partners.
  • Setting ground rules and disciplines for your channel partner relationships.

Course Dates

Start Date Duration Location
No Course Dates Available

Course Director

Gopal Kutwaroo

Dr Gopal Kutwaroo, former global senior industry executive at Microsoft, Dell, NCR, Siemens, Cisco, Sage and British Telecom and performed value proposition consultancy roles for over 500 businesses and developed powerful new product, sales and marketing management tactics and strategies that has created over 1,200 value propositions to date and resulted in over $1bn in revenues to date.

Enquire

To speak to one of our Learning Advisors, call us on +44 (0)1628 427360 or complete the form below.

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