Managing Partner Relations

Managing Partner Relations is a highly interactive one day program for Channels Managers who have responsibility for growing the sales business through the indirect channel of partnering. They will learn the fundamentals of effective partnering and then plan How they can work most effectively with their chosen partners. They will gain an insight into the partners capabilities, market segments, competition and revenue potential and capture it in a documented Partner Plan.

The Channel Managers will analyse the current relationship and develop strategies to effectively manage the partnership. This will be based on trust and credibility and a clear understanding of each others roles and responsibilities across the value chain and agreed definitions of success.

During the program they will develop their goal for the partnership and the SMART objectives to be able to achieve the goal. They will also review the ‘Winning with Partners’ (WWP) program which they may subsequently attend with their chosen partners (optional follow-up program).

Download Course Outline in PDF format

Program Outline

• Effective partnering

• Analysing the partners business

• Assessing the business potential

• Gaining partner mindshare

• Managing the partner relationship

• Overview the ‘WWP’ program


Who Should Attend? Managing Partners Relations is designed for the Channel Managers, Sales Managers and anyone involved in working with the chosen partners.

How will participants benefit?

The business benefits of the Managing Partner Relations program are to:

• Gain insight into the Partners capabilities to determine the best partnering strategy and the revenue potential for the partnership.

• Set clear expectations of the partnership, agreed success criteria and their roles and responsibilities across the value chain.

• Quickly and rigorously assess which initiatives will provide the best return on their resource investment.

• Improve resource utilization to leverage the combined resources.

• Help gain mindshare of the partner.

• Create a Partner Plan to move the initiatives and partnership forward.

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