Channel Strategy and Planning
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Channel Strategy and Planning

Plan and execute profitable channel strategies

Overview
Selling through a team or an organisation that is not directly under your control presents special challenges. Learn how to plan and execute a successful channel strategy to achieve outstanding results. Learn how to set performance standards and monitor results. Whether you are newly appointed or experienced, this very practical programme gives a wealth of ideas for achieving company targets. You will be introduced to proven models for recruiting and selecting partners, planning for mutually successful growth, and monitoring and controlling channel partners. Lectures, discussions and group work combine to provide a stimulating and enjoyable day.

Topics & Outcomes

Choosing the right partner
Learn about the key sequence of making a successful choice. Develop your own channel specification and requirements portfolio. Learn the secrets of successful interviewing. Learn how to fully extend potential channels during the selection process. Identify all the possible sources of partners in the UK and overseas. Companies often suffer from years of poor performance by having selected the wrong partner in the first place!

Monitoring your channels
Why don’t channel partners do what they promise to do? Understand what KPIs are and how they apply in selling through a distributor. Understand how to set activity as well as result targets. Your lack of direct control means your monitoring must readily identify when things are not going to plan. We’ll give you template documents that illustrate best practice monitoring that you can adapt for your own situation.

Business planning
Good business planning lies at the heart of effective channel partner management. Learn/discuss methods of producing business plans, what key elements are required and how to present them in a way that will be acceptable to your channels. Learn how to get agreed decisions implemented using the latest business planning tools. Too often account managers agree a set of actions, only to find nothing has changed, when they next visit. Learn how to put a structure around distributors that results in follow through and implementation of the agreed tactics.

Programme high spots
- Some courses tell you ‘what’ to do - this very practical programme shows you ‘how’ to do it - and that’s what delegates find so valuable in the development of their channels and partners.
- Business planning skills that provide an effective structure around the channel partner to pull through results!

Who will benefit?
Experienced, newly appointed and potential indirect sales channel managers, as well as more senior sales executives seeking an in-depth appreciation of strategic channel management.
 
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The course either has new dates in data loading, or is only run as a dedicated or In Company course.
Tools
 
Key Details
Duration1 day
 
£595
per delegate
 
 
Bookings Helpline: 01933 233884 (Monday to Thursday - 8:00am to 5:30pm and Friday 8:00am to 5:00pm).