Building Successful Partner Channels Using a channel of independent companies to resell, implement and/or service customers has a long tradition in the software industry. For some software companies, the channel has been a major contributor to global success, but for most, making it work can be a difficult and constant struggle. Successful software companies know which business model works best for them. They know how to design a business value proposition that attracts and motivate the right partner. In this workshop we put together the pieces needed to generate domestic as well as international growth using a channel of independent partners. Discover how the channel impacts all other business model elements. Know when to “channel” and when not to “channel.” Get familiar with proven methods and best practices. Learn by doing. Business principles go beyond theory to the examination of real life case stories. Where do you start and how do you plan for managing channel development? Find out in this vibrant learning environment. During the workshop you will have access to trusted software industry expert Hans Peter Bech as your instructor and a network of peers sharing their own experiences. Move forward confidently with a better, more profitable way to drive results. You will learn how to design & document your own value chains and AIDA processes; identify partner value propositions and partner P&L; understand the 3 phases of market penetration; the function of a partner program and much more.
The 2-day training will be held 16-17 June 2016 in Munich, Germany Who can participate?
Course prerequisites
Course fee
Executives, Business Development Managers, Channel & Sales Managers
The participants should be
€ 1,510+ VAT
familiar with sales-related
Includes all materials & refreshments
issues and challenges.
Number of participants Max. 15 participants
Course language English
More information: Emma Crabtree ecr@tbkconsult.com + 351 965 454 775
The instructor Hans Peter Bech has been developing and managing global partner channels in the software industry for more than 30 years. As a management consultant Hans Peter has been providing consulting on channel development & management issues to companies such as Microsoft, Danfoss, Proekspert, Jeeves Information Systems, eMailSignature, SoftScan (now Symatec), Netop & CSC Scandihealth.
Sign-up: www.tbkacademy.com
Building Successful Partner Channels
Agenda Day 1 Time
Agenda item
08:30 Arrival, coffee and registration 09:00 Welcome, objectives, agenda and presentation of participants 09:40 Partner types and general rules for when to partner and when not to partner 10:30 Break 10:45 The partner approach in a business model context 12:15 Case study 1 13:30 Lunch 14:35 Case study 2 14:50 Break 15:55 Case study 3 16:30 End of day
Day 2 Time
Agenda item
08:30 Arrival, coffee 09:00 The value chain concept and the AIDA process 10:15 Break 10:30 The partner program 12:00 Lunch 13:30 Partner recruitment 14:45 Break 15:00 Partner management 16:00 Wrap up 16:30 End of day
Sign-up: www.tbkacademy.com