Vendors need partners to invest. Yet few vendor investment propositions are accompanied by a business case backed by hard numbers. Vendor Channel Managers who have not been senior managers in a channel business need to develop a better understanding of these areas:

• how partners make money
• how vendor demands and proposals affect partner cash flow and profitability
• how to make a sound economic case for partner investment

This two day program looks at:

• how partners make their money and fund the growth of their businesses, as well as

• some of the foundation concepts involved in building a partnering business case based on a partner’s perceptions of tangible and intangible value

People do what they do for many reasons. Different people regard different things as ‘valuable’. Accordingly, different partners will be motivated by different things. More eloquently put – “Beauty is in the eye of the beholder, value is in the perception of the partner”.

Channel Managers uncover sources of value for their partners, their own organizations, and for end-user customers, yet more often than not, this perceived value is not presented in investment terms. However, as the perceived size or risk of any change decision grows, so too does the need for decisions to be soundly justified.

This workshop is about understanding sources of partner value - both tangible and intangible value - and about how this can be used to present a compelling business case.

Workshop Content

Channels are changing all the time as new technologies provide new ways to reach target markets, and as markets and products mature. Different kinds of partners may have entirely different business models. In UPP we examine:

• the variety of partner types in the IT&T industry
• how different kinds of partners make their money – and what they rely upon to win
• how partners manage cash and credit
• sources of tangible and intangible value
• the language and concepts of investment analysis
• business case fundamentals
• ‘selling’ a business case to a current or prospective partner

Workshop Benefits

Few Channel Managers will themselves have owned or operated a channel business and this can make it hard for them to empathize with partner executives, to influence them and support them. By understanding how partners make money Channel Managers are learning to speak the ‘language’ most important to their partners in order to:

• establish closer, more resilient partnering relationships
• encourage partners to invest in support of vendor initiatives
• help partners overcome business management problems that may be restricting their growth
• positively differentiate themselves from competitive Channel Managers

Workshop Format and Media

With such a variety of channel and partner businesses, some pre-course interviews and customization is necessary to ensure that we address the most appropriate mix of partner types. A series of lectures and discussions is combined with the application of spreadsheet-based scenario planning tools and investment analysis. Role play develops the Channel Managers’ ability to talk the financial language of business.

We believe in small group interactive sessions, so places are strictly limited to ensure quality. Ideal course sizes are between 10 and 15 participants. Larger groups can be catered for using additional Channel Enablers facilitators.