Practical skills for selling to, with and through partners
A successful channel strategy depends on the people who put it into practice. They need to understand how partners operate, earn their commitment and turn shared plans into activity that generates sales.
Channel Dynamics helps technology vendors, distributors and partners develop those skills. From the foundations of channel management to advanced channel leadership, our workshops give participants practical approaches they can apply to grow revenue through their partners.
Built around your business
Every organisation has different channel challenges. We tailor our workshops around your partners, solutions, competitors and business priorities, using scenarios that reflect the situations your people face.
Participants work through exercises, practice conversations and apply tools to their own business. They leave with practical actions to improve partner performance, develop sales opportunities and grow revenue.
Face-to-face or virtual delivery
All our instructor-led training can be delivered face-to-face, or remotely via a virtual platform such as Microsoft Teams or Zoom. We adapt the sessions and exercises to suit the delivery format, keeping participants involved wherever they are based.
Training grounded in channel experience
Our trainers have worked in vendor, distributor and reseller businesses. We understand the challenge of achieving results through organisations that have their own customers, priorities and commercial pressures.
That experience shapes both what we teach and how we teach it. See our Client List for examples of the organisations we have worked with.
Our approach
Our training brings together three elements: Structure, Style and Substance.
Structure
We give participants a structured approach to planning, recruiting, engaging and managing partners, helping them focus their effort and turn channel objectives into measurable business results.
Style
Different people respond to different approaches. We help participants adapt how they communicate, influence decisions and handle challenging situations so they can gain commitment and move opportunities forward.
Substance
Partners need a worthwhile business reason to act. We help participants develop messages and proposals that connect their organisation’s objectives with what matters to the partner.
Choose the right program
- Channel Management Foundations – develop the essential skills to select, recruit, onboard and manage channel partners.
- Advanced Channel Management – strengthen commercial judgement, influence partner priorities and build commitment to shared growth.
- Channel Sales Training – improve how you uncover, develop and progress sales opportunities with partners.
- Channel Presentation Skills – communicate your ideas clearly and persuade an audience to act.
- Training Your Partners – equip partner teams to position your solutions and sell more effectively.
- Self-Paced Online E-Learning – build channel management knowledge at your own pace.
Talk to us about your team, your channel and the results you want to improve. Contact us to discuss your training needs.
