Channel Structure
Why business partners are needed and how go-to-market systems (marketing channels, channels of distribution) are structured to achieve objectives.

1.

Channel Strategy & Objectives

2.

Understanding Business Partners

3.

Value Analysis & Value Proposition

4.

Business Partners Engagement

5.

Contractual Agreements

Channel Management
The set of generic tools to allow business partners to be successful and channel objective to be achieved.

6.

Push/Pull Marketing Systems

7.

BP Support Systems

8.

Pricing & Compensation

9.

Partner Selection

10.

Channel Evaluation

Partner Management
The set of specific skills and tools required to manage business partner activities and to obtain business partner performance.

11.

Partner Recruitment

12.

Partner Development

13.

Partner Commitment

14.

Changing Relationships

15.

Conflict Management

16.

Partner Evaluation

Vendor Organization
How to build a successful channel-ready organization?

17.

Best Partnering Practices

18.

Channel & Partner Management

19.

Organization

20.

Systems & Procedures Management System