Channel Management Public Workshop

Build your channel management skills and grow revenue through partners

Our Channel Management Public Workshop is open to anyone in the technology industry who wants to improve their channel skills. You can book an individual place for yourself, or attend with colleagues, and choose face-to-face delivery in Sydney or a live virtual workshop. It’s an opportunity to learn alongside channel professionals from other organisations, without needing to arrange training for a whole team.

This two-day course helps you build a channel strategy, develop a partner program and manage partners to grow revenue. Whether you’re establishing a channel, building a local partner network or improving an existing one, you’ll develop practical approaches you can apply to your business.

Program Outcomes

By the end of the course, you will be better equipped to:

• Develop a channel strategy that defines your target partners, market coverage and approach to working alongside direct sales.
• Define the elements of a partner program that attracts suitable partners and supports their success.
• Select and recruit partners with the capabilities, commitment and customer fit to succeed with your solutions.
• Connect your partner proposition with the way partners make money and decide where to invest.
• Onboard and enable partners to identify opportunities and generate sales.
• Improve how you sell to, with and through partners.
• Engage partner decision makers and gain support for shared growth opportunities.
• Develop territory and account plans that focus resources and drive partner growth.
• Conduct partner meetings and reviews that produce clear commitments and action.

Who should attend?

Channel account managers, partner managers, distribution managers and channel sales or programs professionals from the technology industry.

The course suits people moving into channel roles, as well as experienced practitioners who want a more structured approach and fresh ideas. It is particularly relevant if you work in a small channel team, have limited access to channel expertise or resources, or are helping a traditionally direct business develop its partner channel.

Topics covered

• Channel strategy and coverage – decide where partners can grow your business, which partner types you need and how direct and indirect sales will work together.
• Partner program development – define a practical framework for partner participation, benefits, expectations, enablement and incentives that supports your growth objectives.
• Partner economics and business models – understand profitability, services and recurring revenue to connect your solutions with partner priorities.
• Partner selection and recruitment – identify partners with the greatest chance of success and give them a compelling reason to work with you.
• Onboarding and enablement – help partners develop the knowledge, skills and confidence to sell your solutions.
• Selling to, with and through partners – earn partner commitment, collaborate on customer opportunities and support partners to win business independently.
• Commercial conversations and influence – engage partner decision makers with a business case that addresses their priorities.
• Territory and account planning – prioritise partners and develop practical strategies to turn their growth potential into revenue.
• Partner meetings and performance reviews – plan meetings with clear objectives, agree responsibilities and follow through on actions that improve results.
• Channel conflict – manage competing interests and expectations to maintain partner confidence and keep business moving.

Course details and delivery options

Both options are live, instructor-led workshops, with discussion, practical exercises and opportunities to apply the concepts to your own channel.

All times are Sydney time. The virtual workshop includes live interaction and exercises, with breaks throughout the day.

Choose your preferred delivery format on the registration form. The fee shown for that option applies.

Need different dates or a different approach?

If these dates or times don’t suit, or you have several colleagues to train, we can discuss a private workshop tailored to your team. Private workshops can be practical for groups as small as four or five people.

For individual development, we also offer one-to-one mentoring focused on your role, partners and business priorities.

Contact us to discuss the best option for you.