The new How Partners Make Money two day in-house workshop looks at how reseller partners make money and 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 is designed for high-tech channel professionals that sell through partners and are interested in better understanding and influencing their partners’ business imperatives. This program builds on the ChannelPRO™ framework of industry best practice introduced during our Channel Success Essentials workshop and is an ideal complement to Influencing Partnership Outcomes or Selling Channel Value.
How Partners Make Money further equips channel professionals with the understanding, skills and tools they need to manage partners and increase partner mindshare.
Course Content
- How partners ACTUALLY make money. Distributors (both Value & Volume), Resellers, Systems Integrators and Independent Software Vendors
- Understanding partner business drivers/imperatives - the key to partner behavior and allocation of resources
- The sources of partner profitability; can vendors align their strategy accordingly?
- How partners measure their success
- Vendor behavior and its impact on partners
- Current market driven economic trends in high-tech channels
- Why are partner margins declining and what can be done about this market reality?
- Which partners in the industry are affected and why?
- What do you have to do to encourage partners to invest? How to differentiate your channel program
- How do partners make investment decisions in the face of competing vendor investment alternatives?
- Modeling partner profitability and the effect of changes in the mix of products and services
- Building a partner business case – case studies and presentations
How Partners Make Money is an ideal complement to other Channel Enablers’ foundation programs that focus more on the skills of influencing partner investment decisions.
Course Benefits
True partnership depends upon mutual understanding and alignment of goals. Understanding the source of partner profitability and how partners make investment decisions is essential if vendors are to build lasting channel relationships and influence partner mindshare.
- Build closer partnering relationships by understanding how and where partners make money. Speak their language!
- Make the right proposals to partners. Understand how your proposals and objectives affect their key measures of success.
- Create meaningful and well differentiated value propositions by understanding how partners view and measure ‘value’.
- Gain agreement by understanding how partners make investment decisions.
- All of this leads to gaining a disproportionate share of partner resources and focus!
Workshop Format and Media
How Partners Make Money is a two day instructor-led workshop that is tailored to fit each client’s situation. A two day public program version is also available; further details can be found by following this link – Public Workshop Series
How Partners Make Money is a highly participative program.
- Lectures, discussions and table team exercises are the majority of the course and are customized to focus on real-world situations through a series of pre-course interviews with key stakeholders.
- Some spreadsheet modeling of partner profitability helps build understanding. Participants can do this on their laptop computers if they have these.
- A brief pre-reading and pre-work assignment helps participants prepare and gain the most out of the workshop.
- Workbooks provide a lasting reference and include a set of tools that can be applied in the field
Class sizes are strictly limited to ensure quality. Maximum workshop size is twenty participants. Larger groups are possible with additional Channel Enablers facilitators.