Selecting your next Vendor Seminar

A successful Partnership represents the bringing together of a Vendor’s solution and channel strategy with a Partner’s skills, resources and access to market to deliver mutual profitability relationship and a satisfied customer.

Date:	Click BOOK NOW to see available dates
Time:	9.30am – 12.30pm
	(Coffee 11.00 – 11.15)
	or
	2.00pm –   5.30pm
	(Tea 3.30 – 3.45)
Course Leader:	Neil Robertson
Venue:	Euston House, 24 Eversholt Street, London NW1 1AD
Map:	http://www.eustonhouselondon.com/

(Purpose built facilities with full café services immediately outside Euston Station)

Introduction: A successful Partnership is founded on the vendor’s ability to deliver a credible Business Proposition that addresses the market opportunity and the Partners ability to find, win and deploy their solution profitably. In this seminar we will investigate the minimum core competencies that a reseller should look for from a prospective vendor (beyond the solution itself) and what steps the Partner should take within their own organisation to ensure the solution is successful.

Seminar Purpose: To enable senior business management to re-evaluate their solution procurement processes and significantly increase the probability of delivering a successful Partnership.  

Benefits to your organisation: The seminar is founded on proven methodologies that have been successful used to build market leading channel and resellers 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 with 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 business to deliver the fastest returns. 

The documentation enables the development of a long term Vendor Strategy that can be built over time as resources and funds permit.

Benefits to you as an individual: The seminar will enable you to gain a strong understanding of the requirements necessary to be competitive in the identification of the best solutions, the competence and capability of the vendors to deliver a profitable and sustainable channel business and the approach and skills required to ensure the solution delivers pipeline and profitable sales.

The content of the seminar looks at the core competencies required by both the vendor and the reseller to deliver a 360° view of the ideal Partnership.  The seminar and documentation delivers immediate results and enables you to develop a strategic roadmap based on proven methodology. 

Seminar: Selecting your next Vendor 

• You will learn how to:
  

• Build a successful solution Acquisition Strategy

  • Quantify the value of your solution mix

  • Define your market “sweet spot”

  • Review the Global v Niche vendor opportunities and benefits

  • Consider the implications of capital v SaaS revenue models

  • Investigate and quantify the prospective solution opportunity

  • Define the ideal Vendor profile and how to find them

  • Define the minimum buying requirements

  • Solution

  • Solution induction process

  • Ongoing Channel Management

  • Quantify your Vendor engagement strategy

• Review the Vendor’s Solution Induction Process to

  • Quantify and target the key Vendors contacts

  • Incentivize and motivate the your staff from the outset

  • Define the initial marketing activity / pipeline creation programme

  • Quantify the training  / certification programme and costs

  • Quantify the vendors channel strategy

  • Quantify the vendors channel conflict strategy

  • (Etc)

• Review the Vendor Channel Management methodology for

  • Building cooperative marketing strategies

  • Quality and completeness of Information

  • Channel Conflict Policy

  • Sales pipeline logging and management

  • Margins matrix and incentives
    

Seminar Format: The workshop will walk you through the issues and considerations required to build a successful channel business 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. 

Seminar “Take Away” and Documentation: However good a workshop may be, no one is going to remember everything discussed. The seminar gives you access for one year to the Channel Wisdom Client Portal for the Reseller Seminar.  

The seminar 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

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”.