Effective Channel Management is the process and methodology that builds every increasing levels of Partner self sufficiency, reducing the costs and resources required to service each Partner, making the time available to add more. Effective Channel Management delivers increasing revenue per full time employee, reflected straight to the bottom line profit.
We do not disclose the corporate identity of Workshop attendees to the other delegates. This approach fosters a more open discussion on specific issues and challenges, to the benefit of all.
Introduction: The ultimate goal of a Channel Strategy is “money for nothing”. The Partner finds a prospect, wins the deal, orders the solution, delivers it successfully and profitably, adds another satisfied customer and pays you on time – without the need for anyone in your organisation to get involved.
Achieving utopia on a significant proportion of channel sales is not easy and cannot be achieved overnight. The Channel Management Workshop provides an in depth review of proven best practises that drive channel engagement, maintain enthusiasm and commitment through effective communication and drive internal productivity to be focused on adding value to the Partner’s activity across every discipline.
Workshop Purpose: To enable senior business management to short cut the learning curve, identify and address the missing components of your existing channel management strategy / methodology, whilst building a long term strategic channel road map that effectively leverages and engages your own internal resources that deliver on the company’s promises.
Benefits to your organisation: Effective Channel Management is founded on effective communication. You already know the challenges of communicating within your own organisation, so it is easy to understand that it is much harder to achieve an effective relationship with “virtual staff”, many of which you will probably never meet.
The Channel Management Master Class Workshop is founded on proven methodologies that have been successful used to build market leading channel in the UK, USA and the rest of the world – through first hand experience of the Course Leader over the past 20 years.
The comprehensive documentation that is provided at the course (and subsequently through continually updated on-line information on the Channel Wisdom Client portal) is designed to enable your organisation to immediately identify and prioritise your resource to address the biggest opportunities to improve your channel business to deliver the fastest returns.
The documentation enables the development of a long term Channel Management Strategy that can be built over time as resources and funds permit.
The workshop and documentation delivers immediate results and enables you to develop a strategic roadmap based on proven methodology.
Workshop Content: The workshop will walk you through the issues and considerations required to build and execute against a world class Channel Management Strategy and the rational behind them. We will use real life examples to help you to understand the Partner perspective, the commercial implications and the importance / relevance of the key issues. We also will use workshop discussions to re-enforce the key learning points and help you to be able to apply them successfully to your own business. Workshop “Take Away” and Documentation: However good a workshop may be, no one is going to remember everything discussed. The Workshop gives you access for one year to the Channel Wisdom Client Portal for the specific Workshop. Every Workshop is supported by detailed documentation covering every issue discussed, the presentation PowerPoint presentations, handouts and working examples. Each topic is supported by a brief explanation and quantification of a suitable “deliverable”. This information remains the copyright and intellectual property of Channel Wisdom Limited and may not be circulated, distributed or published outside your organisation for any reason whatsoever. Who should attend: The workshop anticipates a good understanding of general business and commercial acumen. It is suitable for Managing Directors, Business Development Directors, Sales Directors and Marketing Directors or senior level management in larger organisations. Dress Code: Smart / Casual
(Plus mileage / subsistence / accommodation if required)
Synopsis of Course Leader: Neil Robertson Neil has worked both sides of the channel fence. Starting Team Systems Group in the early 80’s, the company grew rapidly to become the market leading reseller for Multisoft and Tetra accounting solutions in the UK and provided a clear understanding of the gulf between what a Partner required and what a vendor offered. Having sold Team to Misys in 1989, Neil became MD, and group CEO of a number of Misys organisations including BOS Software and TIS Software – both ISV’s with global channel and started putting his knowledge on reseller needs to good effect, growing the channel sales in both organisations in the middle of the early 90’s recession. In 1995, Neil joined Kewill Plc to head up their Omicron software distribution business and launch a new USA Windows based software product, Great Plains Dynamics. Within a year, Great Plains re-purchased the UK distribution rights from Kewill and Neil founded their first offshore subsidiary in the UK. From day one, Great Plains only sold through Channel and Neil made full use his experience of channel and the emergence of the new technologies (email and the internet) to build the business. In 1999 Great Plains took on the distribution of Siebel “mid market edition” adding CRM to the product offering. Under Neil’s guidance, Great Plains grew its channel to become the dominate player in the UK. Neil took the UK methodology and shared with other new Great Plains subsidiaries to great effect, writing three books on leveraging eBusiness methodologies to grow profit. Having left Great Plain just prior to the Microsoft acquisition ($1.1b), Neil founded 3030 Vision, a consultancy business specialising in CRM solutions – with a particular focus on how to make clients investment in this technology work. The company was sold 18 months later after an unexpected approach from Philips. Neil joined the Neverfail Group in September 2002, a UK VC backed Disaster Recovery consultancy and services organisation that was in the process of delivering a new software solution that delivered Continuous Availability for Microsoft servers. Neverfail’s channel strategy was innovative from the outset, built around the philosophy of a 100% eBusiness channel model – everything could and should be done on-line. The company culture was “to do everything once, document and publish” – making all the knowledge of the business available to the virtual staff within the Partner 24 x7. Developing and refining the strategy and processes over the next 4 years, Neverfail grew their operation in the USA to over 750 resellers, with a further 200 Partners in the UK, Europe and ROW. The success of the channel strategy delivered 45% compound growth quarter of quarter for over 2 years. The knowledge and first hand experience of building successful and profitable channel models led to the formation of Channel Wisdom. As Neil says – “there is no magic and there is no single silver bullet to building a world beating channel model – it requires a level of discipline and methodology that far exceeds that of a direct sales operation. But then the rewards for success are also far greater. It is a 3 level winning formula, the customer wins, the Partner wins and the bi-product is the success of your channel business”.
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