Dynamic Channel Excellence (Open Course)

An Open Course For New & Experienced Channel Professionals

Dynamic Channel Excellence is a public course that is open to any channel sales and/or channel management professional, from the technology industry, who wants to enhance their channel knowledge and skills, develop the optimal channel strategy, engage more effectively with partners, gain deeper commitment, and drive incremental revenues.

Program Outcomes

This two-day program provides attendees with the skill set to:

Develop a structured, consistent and professional approach to recruiting, on-boarding, enabling, developing, and managing partners
Build a deeper understanding of channel strategy to create the optimal channel and/or distribution model for your technology
Engage more effectively with partners/MSPs and cultivate a “trusted advisor” status to help them grow and succeed
Understand how channel firms operate to build stronger business relationships with senior partner executives
Understand the shift from traditional software/hardware sales to Cloud and recurring revenue, and how to help partners transition.
Understand the motivators of different partners (eg. MSPs, VARs, Cloud, Volume, SMB) and distributors in order to influence their behaviour
Expand your channel sales skills to improve how you sell to, with, and through partners to uncover, develop sales and win new business opportunities.
Develop a structured planning methodology to create an effective territory plan, that balances new partner recruitment and existing partner development
Learn how to conduct executive conversations with senior partner management to get joint planning buy-in
Adopt a best practices approach to how you build and manage a channel, in order to maximise their success and increase your revenue through an indirect model

Who should attend?

Channel sales and channel programs people from the technology industry. This workshop caters for both new channel managers who want to accelerate their success, and established channel professionals looking to adopt best practices.