Strategic Channel Management
Strategic Channel Management
Strategic Channel Management
Course Overview
MOSC
Lean Management of Sales Channels
Gain valuable insights into channel strategy, partner recruitment, sales enablement, incentive management, and channel performance measurement. The course helps professionals develop the skills needed to build productive partnerships, manage channel conflicts, and maximize revenue through multi-channel sales systems.
What You Will Learn
The main objectives of the course are:
- Understand key channel sales models.
- Design channel strategies aligned with target markets.
- Identify and evaluate channel partners.
- Develop partner recruitment frameworks.
- Improve partner onboarding and enablement.
- Manage channel incentives and profitability.
- Resolve channel conflicts effectively.
- Measure channel performance and ROI.
- Strengthen partner relationship management.
Who Should Enroll
This certificate is designed for sales managers, channel managers, business development professionals, partner account managers, commercial leaders, and individuals seeking to develop expertise in channel sales and partner network management.
Skills You Will Build
- Channel Sales Management
- Partner Relationship Management
- Channel Strategy Development
- Partner Recruitment
- Sales Enablement
- Territory Management
- Channel Performance Analysis
- Conflict Resolution
- Incentive Management
- Business Development
- Channel Management
- Partner Network Development
- Sales Strategy
- Territory & Coverage Planning
- Partner Performance Management
- Channel Governance
- Business Growth Strategy
- Revenue Optimization
- Relationship Management
Course Outline - Management of Sales Channels
Module 1: Foundations of Channel Sales Models
- What a Sales Channel Is and Why It Exists
- The Economic Logic of Intermediaries
- The Base Structures: Reselling, Agency, and Channel Length
- Direct, Indirect, and Hybrid Models and the Control-Reach Trade-off
Module 2: Direct, Indirect, and Hybrid Go-to-Market Models
- The Three Canonical Routes to Market
- The Control-Reach Trade-off and Cost-to-Serve
- Hybrid and Dual-Channel Go-to-Market Models
- Selecting a Route to Market: A Decision Framework
Module 3: Designing Channel Strategy Aligned to Target Markets
- Distribution Intensity: Intensive, Selective, and Exclusive
- Reading the Target Market: Buyer Behavior and Service Outputs
- Aligning Channel Design to Firm Capabilities and Value Proposition
- Segment-to-Channel Mapping: A Design Procedure
Module 4: Identifying and Selecting Channel Partners
- Why Partner Selection Is a Strategic Decision
- The Seven-Step Selection Process and Partner Segmentation
- Due Diligence and Risk Assessment
- The Partner Value Proposition
Module 5: Building Partner Recruitment Frameworks
- From Selection to a Recruitment Engine: The Ideal Partner Profile
- Targeting and Sourcing: Building the Prospect List
- The Partner Value Proposition and Recruitment Sequencing
- Running the Recruitment Funnel: Outreach, Qualification, and Cohorts
Module 6: Structuring Distributor and Reseller Relationships
- Types of Distributor and Reseller Relationships
- Anatomy of a Distributor or Reseller Agreement
- Power, Dependence, and the Balance of the Relationship
- Trust, Commitment, and Satisfaction as Relationship Assets
Module 7: Onboarding and Enabling Channel Partners
- From Signed to Selling: What Onboarding and Enablement Mean
- Designing the Onboarding Journey
- Enablement as Capability Transfer
- Measuring, Scaling, and Fixing Enablement
Module 8: Channel Economics and Incentive Systems
- The Economics of a Channel: Why Partners Do the Math
- Building the Partner Economic Model
- The Incentive Toolkit: Instruments and What They Buy
- Designing Incentives That Change Behavior
Module 9: Pricing and Margin Management Across Channels
- Why Pricing Is the Hardest Problem in Channel Management
- The Price Waterfall and Where Margin Leaks
- Pricing Structures and Instruments Across Channels
- Channel Power, Competition, and the Margin Split
Module 10: Managing Channel Conflict and Territory Overlap
- What Channel Conflict Is — and Why It Is Not Always Bad
- The Anatomy of Conflict: Root Causes and How It Escalates
- Designing Territories and Rules of Engagement
- Multi-Channel and Digital Overlap: Cannibalization and Free-Riding
Learn at your convenience
*Note: These are self-paced courses, allowing learners to study independently at their own pace.
Build Your Skills. Advance Your Career.
