A company’s channels to market may include a complex mix of partners, including distributors, resellers, retailers, and e-business ventures. Businesses that effectively manage these relationships can benefit from increasing channel sales, participation and increased distribution through building collaborative business relationships that benefit both parties in the relationship.

Channel management involves not just getting the products or services to the customer. Like all elements of marketing and operations, it offers numerous chances to improve revenue and profitability. It is essential that company ensures a product or service to be delivered to the end users through the most cost effective channels, recognise their place within the strategic development of the business and help to ensure the most valuable channels are supported with appropriate and controlled incentive programs.

Designing optimal marketing channel systems, formulating innovative distributions strategies and managing marketing channel systems effectively is not simple task. This training will open up your mind to the new thinking and share experiences to enable you to maximise the effectiveness of your marketing channels.

The program will put particular emphasis on how to design channel network and build long-term relationships based on trust, how to choose the right partner for your market needs, how to manage channel and benchmarking against best practices. In addition, you will learn how channel members influence each other to co-operate as an integrated system in order to successfully out-compete other marketing channels, how to improve communication with your partners, how to motivate your channels to bring additional sales opportunities and how to evaluate performance of your partners. Many will walk away with critical thinking perspectives required to optimise their competitive advantage.

Key topics:

- Optimising the channels partner strategy to reach your company’s goals and your go-to-market approach

- Segmenting your market and prioritising the partners for optimal channel design

- Choosing an optimal channel mix in multi-channels environments

- Exploring the innovative compensation programmes for your channels

- Avoiding and reducing the channels conflicts

- Helping your partners to enhance the relationship with customer and increase ROC (return of customer)

- Gaining insights on other alternative methods to measure channel effectiveness

- Developing interpersonal skills of channel/partner/sales managers

- Understanding the role of social media to enhance the communication with/between the channels

Key features

- Building a cohesive and effective channel management strategy by strengthening a strategic partnership based on trust

- Motivating your partners to bring additional sales opportunities and maximise revenue

- Familiarising yourself with the most recent trends across industries

- Enabling your partners and improving communication with your channels

- Evaluating the performance and efficiency of your channel partners