Channel Enablers’ unique and recently updated Channels That Succeed workshop is specifically designed for high tech channel and alliance professionals who are interested in optimizing their multi-channel routes to market.
This two day workshop will equip channel professionals with the proven frameworks, skills and tools they need to understand and manage the potential conflicts, compromises and opportunities involved in optimizing sales through chosen routes.
Learn how to improve your sales productivity and company profitability:
- choose the best channels to reach your customers
- enable partnerships to fast track results
- structure your sales organization to operate more effectively
- develop your people and processes to build and manage successful partnerships
Channels That Succeed has received outstanding reviews from top technology suppliers to start-ups from all around the world, and has been delivered in more than 50 countries to more than 5,000 partnering professionals.
Benefits of attending
Upon completion of the workshop participants will be better equipped to improve channel sales productivity and company profitability by:- choosing the best channels to reach your markets
- speeding up partner enablement
- identifying potential roadblocks and critical partner sales processes
- structuring your organization to operate more effectively
- better understanding partners business imperatives, and how these may be influenced
- improved partner influence skills to increase partner focus and investment in new business
- greater understanding of how to build and manage successful partnering relationships
- identifying the strengths and weaknesses of your channel and partnering program
How to register
Places are strictly limited to ensure quality, so act now to register your channel professionals. If you don’t agree that our Channels That Succeed workshop has been of real value - we will refund your money!
Or contact your local Channel Enablers office.
Workshop content
In the first day of Channels That Succeed we introduce Channel Enablers ChannelPRO™ methodology, a framework of industry best practices specifically developed to evaluate various channels to market, programs and strategies. During the second day we explore in more detail the key concepts, skills and processes needed to optimize sales productivity and manage multi-channel routes to market.
Day one
- An understanding of the “economics” of the different channel routes to market
- How channel requirements change over time
- Target market selection and coverage
- Understanding the contribution different channels make to the whole product solution throughout the end-user customer buying process
- How technology vendors and their partners work together to achieve customer satisfaction and competitiveness
- Partner incentives, training and compensation models
- Driving partner behavior and investment
- Identifying and recruiting the best channels to reach your markets
- How to fast track the enablement of your partnerships
- Structuring your organization to partner more effectively
Day two
- Establishing the best channel sales process for different products and services across different kinds of channel partners and, where relevant, in collaboration with direct sales
- Measuring and managing a multi-channel sales territory
- Rules of engagement
- Understanding partner priorities and imperatives
- Influencing partners to develop and invest
- Developing partnership value propositions
- An introduction to partner planning and review
To keep the workshop interesting for all participants, a mixture of lecture, group and individual exercises will be included. At times, participants are asked to present to the entire group and complete role play exercises. Courseware and workshop booklets are provided.
What others have to say about Channel Enablers
Director Strategic Alliances, Hyperion
“It is very rare to find training courses that are relevant to channel managers. Channel Enablers were able to provide an intense, refreshing and thought provoking course that was relevant to my business.”
Channel Executive, IBM
“The Channel Enablers program provides a solid framework to drive existing channels and identify high potential partners to rapidly expand market share, whilst lowering operating cost. Excellent program for any business leader involved with channels strategy.”
Regional Director, EMC Computer Systems
“An accurate ‘hands on’ assessment of channel management and associated issues.”
Regional Manager, Autodesk
“The course was challenging, helped re focusing on the customer and clarified what value we need to build into/around our partners.”
Regional Sales Manager, Symantec
Workshop dates
Our Channels That Succeed workshop is available around the globe. Check our events schedule for upcoming dates.
Price
US$1495, £725 , €995, SNG$2195, A$1695 per person for the two day workshop inclusive of all taxes*
- 10% discount for early bird bookings (bookings made and paid for three weeks prior to event)*
- 10% discount for second or subsequent attendees from the same company*
- Payment must be received prior to workshop to guarantee seat
* Maximum 10% discount per person. Prices are subject to change.
Workshop series