Making a channel strategy work effectively is often a combination of 'carrot' and 'stick', only when the product or channel is well established, is any form of stick is ignored or the else partner abandons the channel.

Today, with more and more markets saturated, with channels moving from a 'product shift' essence to that of an additional 'value added service route' the principle channel strategy has to be changed to attract the right partners who will remain dedicated to the vendor and be prepared to sacrifice their efforts, which result in both parties gaining increased revenue.

• Channel evaluation
• Channel mechanics and conflict
• Partners
• Competition activities
• Loyalty mechanisms including OEM
• Segmentation and effectiveness
• Recruitment
• Business planning at a local level
• Interpretation of market issues
• Synchronisation to goals
• Localised demand generation
• Effective account management
• Management of marketing & co-op
• Creation of support tools
• Management of channel support

Incentivising partners to achieve the vendor's targets

Attendees will see how the approach of 'passing the burden' works by incentivising partners to achieve the vendor's targets personally. In reward, they are supported through specific advisors, funding and business planning which in turn not only permits the partner to achieve the vendor's revenue plans, but also the broader plans and goals of the partner - much of which may not have anything to do with the vendor in the first place.

Plan effectively through the channel

This approach - where the business plans of the partner are met through co-ordination with the efforts of the vendor - places more value in the relationship. Attendees will be able to plan effectively through the channel to reduce partner disloyalty and above all demonstrate 'partner revenue potential' to reduce channel conflict, or last minute cross sell of alternatives to a vendor's products.

Increase partner expectations and motivation

The workshop a mixture of planning, co-ordination and partner led promotion, will increase partner expectations and motivation as it proves that as a channel they can meet their revenue expectations.