Our How Partners Make Money workshop is specifically designed for high tech channel professionals who are interested in better understanding their partner’s business imperatives and how these can be influenced to gain a disproportionate share of partner resources and focus.
The How Partners Make Money two day workshop takes an in-depth look at how partners make money, how they make investment decisions, and why they will allocate a disproportionate share of their resources and attention in response to a specific high tech vendor’s value proposition.
How Partners Make Money builds on the ChannelPRO™ framework of industry best practice introduced during our Channels That Succeed workshop. This workshop further equips channel professionals with the understanding, skills and tools they need to manage partners and increase partner mindshare.
Learn how to improve your engagement with your partners by understanding:
- current market trends in high tech channels
- what motivates partners
- how partners measure their success
- compelling partners business drivers/imperatives
- how to differentiate your channel program
Benefits of attending
Upon completion of the workshop, participants will be better equipped to engage with their partners and improve sales productivity and company profitability by understanding:
- how/where partners make money
- important partner business ratios and measures of success
- how partners view and measure ‘value’
- how partners make investment decisions
- how to create a value proposition to gain a disproportionate share of partner resources and focus
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 How Partners Make Money workshop has been of real value - we will refund your money!
Or contact your local Channel Enablers office.
Workshop content
How Partners Make Money explores in detail the key concepts, skills and processes needed to influence partner resource allocation.
Day 1
- Investment issues - the key to partner behavior and allocation of resources
- Partner Influencing Process
- Vendor behavior and how this impacts partners
- What do you have to do to encourage partners to invest?
Day 2
- Why are partner margins declining and what can be done about this market reality?
- Which partners in the industry are affected and why?
- How do partners make money; can vendors align their strategy accordingly?
- How do partners make investment decisions in the face of competing vendor’s investment options?
- Understanding and modeling partner income statements
- Modeling partner profitability and the impact of a changing mix of products and services on profitability
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
“We must institutionalize what we have learnt from Channel Enablers. It must become our natural way of thinking if we are to succeed in the SME market.”
Regional President, SAP Latin America
“Channel Enablers opened my eyes on IBM’s relationships with BP, ISV and Sis and provided the tools and methodology to measure success.”
Partner Executive, IBM
“The Channel Enablers team is insightful and thought provoking, they challenge the fabric of how we as a company do business today and in the future. They are pioneers of thought leadership.”
Senior Channel Executive, MCI
Workshop dates
Our How Partners Make Money workshop is available around the globe. Check our events shedule 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