2. Dynamic Channel Management

Building a high performance IT sales channel isn’t easy.

It’s a tough market and selling indirectly in the past meant applying skills that were often only able to be learned on the job – usually with mixed and sometimes confusing results.

Dynamic Channel Management solves these problems by developing the channel and territory management skills of managers and channel sales executives. This hands-on workshop covers the insights, tools and skills necessary to understand partner motivators, and to develop strategies for improving sales performance though better channel design and management.

Learn

• How to create channel loyalty
• Which channel programs really work and why
• Ways to assess and recruit channel partners
• Methods for managing channel performance
• How channels change over time
• Which channel structure is best for you

Who should attend?

Sales, marketing and technical people and their managers from the Tasmanian IT industry who need to achieve results through channel partners. Any channel business development executive who needs to be more effective and productive in selecting and managing a group of partners.

Program Outline

The program runs over one day, and includes the following modules:

• The role of the channel and assessing channel/territory performance
• Managing differing partner relationship types (depth vs breadth)
• Channel partner motivators (gaining partner focus & loyalty)
• Partner acquisition strategy (number & type of required partners)
• Partner profiling and selection
• Partner transformation (getting partners to adopt your vision)
• Knowledge transfer process (partner sales acceleration)
• Creating different persuasive value propositions for different partners
• Partner review process (creating action plans & terminating partners)

Presented by: Channel Dynamics- Cam Wayland

19 March 2009
9:00am to 5:00pm
Royal Hobart Yacht Club
Only 15 places available