Channel Partner Management

Run a business,
link strategy & finance

Channel Partner Management is a program designed to assist channel managers in developing the skills and insights necessary to influence partner business investments, behaviors and relationships that drive mutual business success. Distinct from direct sales, selling through partners requires a different approach to be effective—one that focuses on understanding and influencing partner priorities in order to capture greater mindshare and competitive preference.
Channel Partner Management is a program that provides critical perspectives, skills and processes to enable channel managers to be the key point of difference for partners. Channel-centric vendors know they compete with other vendors for the time, attention and investment of their partners. But partners often find it difficult to choose between various business value propositions from competing vendors. The level of engagement and influencing skills from the channel manager is frequently the critical differentiator between a productive, revenue-generating partnership—and no partnership at all.
The Platinum Sheet is a gold-standard, repeatable, manageable, sequential and consistent process and strategic analysis framework for channel management which is used to develop winning channel strategies. The program duration is 2 days.
WHAT
IS IT
Develop a strong channel strategy with focus and alignment in your channel relationships and qualify each channel partner to determine the level of investment (time, money, resources) needed to develop revenues and influence the channel.
WHAT'S IN IT
FOR YOU
- All channel managers - All channel management team members - Channel support teams in the business
WHO SHOULD
BE INVOLVED
- Develop strategies for managing all kinds of channels - Collaborate with strategic channels to unlock the potential of strategic accounts. - Transition from one of the solutions to a joint-venture relationship with strategic channels. - Ensure relationships continue in strategic channels regardless of manager or key sponsor turnover. - Achieve channel growth objectives set by the executive team. - Increase alignment with the channel. - Invest in channels appropriately to ensure your investment has a return. - Improve channel profitability.