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Compelling Channel Management

The Chartered Institute of Marketing

Summary

Price
£1,705 inc VAT
Finance options

Prices:

CIM Members

Residential (includes food and accommodation): £1868.00

Non-residential:...

Study method
Onsite
Duration
3 days
Qualification
No formal qualification
Additional info
  • Tutor is available to students

Overview

Selecting the most appropriate distribution/reseller/value-add channels, and motivating channel partners, are key factors in selling profitably through third parties. It is essential for any organisation involved in the selection and management of channel partners to know how to build and manage effective working relationships that build trust, add value and avoid conflict.

Description

Learning outcomes

  • Identify key trends, opportunities, challenges involved in channel development.
  • Recognise the benefits of adopting a sales and marketing process to channel partners.
  • Handle joint selling and marketing approaches.
  • Understand the differing and emerging types of channel.
  • Use developments in supply chain management for mutual benefit.
  • Determine selection criteria for channel partners using templates.
  • Motivational programmes and techniques for channel partners and their staff.
  • Develop and agree clear account plans for partners.
  • Evaluation using reporting and feedback standards.
  • Agree and assess the performance criteria for channel partners.
  • Setting ground rules and disciplines for your channel partner relationships.

Course Director

Dr Gopal Kutwaroo has over 18 years' global senior marketing leadership, consulting and training experience. He has developed, launched and measured channels, alliances, partnerships, mergers and acquisitions across global software, hardware and telecommunications industries (Microsoft, Dell, Cisco, Nokia, Siemens, BT Group) as well as industries including retail manufacturing, financial services, energy, construction, media, automotive, professional services and aerospace. Dr Kutwaroo is a course director, university lecturer and consultant in the fields of marketing, sales and channel/alliance management at CIM, Cardiff, Athens and Kent University Business Schools.

Who is this course for?

Managers and staff involved in channel planning, channel account management and those who are involved in the selection, motivation, evaluation and management of channel partners.

Questions and answers

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Legal information

This course is advertised on reed.co.uk by the Course Provider, whose terms and conditions apply. Purchases are made directly from the Course Provider, and as such, content and materials are supplied by the Course Provider directly. Reed is acting as agent and not reseller in relation to this course. Reed's only responsibility is to facilitate your payment for the course. It is your responsibility to review and agree to the Course Provider's terms and conditions and satisfy yourself as to the suitability of the course you intend to purchase. Reed will not have any responsibility for the content of the course and/or associated materials.

FAQs

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