Sales Enablement Solutions

MANAGING CHANNEL PARTNERS

Develop and maximize Channel Partner revenues and results!


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Develop and maximize Channel Partner revenues and results!

About the training:

For organisations that use indirect Channels Partners as part of their revenue stream, Channel Partner Managers (CPMs) play a vital function in contributing to organisational success. The role needs to be very clear so that the CPM has a very defined space within which they develop and maximize Channel Partner revenues and results.

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MANAGING CHANNEL PARTNERS

Learning Outcomes:

At the end of the program the participants will;

  • Differentiate between using a channel partner and using a direct sales team
  • Identify the difference in skills, knowledge and behaviours of a salesperson and a Channel Partner Manager
  • Review a marketing strategy as part of Channel Partner Management
  • Examine product life cycles
  • Explore how distributors provide support
  • Examine the core principles of finance, relative terms and what constitutes core financial needs
  • Discuss the difference between cash, profit and Return on Investment
  • List the ways to help increase distributors ROI
  • Identify what motivates someone and then use it to link to what you require from them
  • Dealing with those with no intentions of buying-in or dealing with work based Channel Partners issues
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