Need

Channel and partner management is essential for corporate survival because of its impact on revenue, expenses and the organization. It concerns the entire organization and often involves changing entire management concepts and processes.

Target

The MNSA Channel Management Curriculum targets senior management, marketing and sales managers and professionals of our clients and their business partners who are responsible for building and managing marketing channels and business partner relationships in a dynamic industry.  Course contents are selected and customized according to the overall objective of the workshop and the professional and managerial background of the participants.

Modular Structure

Because of the modular structure of the MNSA Channel Management Curriculum, workshops can be adapted to the specific requirements of each target audience.  Modules offer a selection of formal teaching, case studies, tools and exercises.  Additional customization to different interest groups like software vendors or value-added distributors and their teams is achieved by careful selection of cases and exercises.  Over 45 specific modules are currently available in five different areas.

Many of the modules may vary in duration from 2 hours to 2 days depending on the requirements

For detailed information, please contact us including information about your specific requirements.  edu@mnsachannels.com

Derivative Programs

In addition to complete programs spanning the entire subject, typical follow-up workshops of 1- and 2-days that have been built on these modules include:

• Value Propositions: identification, analysis, creating and crafting
• How to work with channels and partners (for the direct sales team)
• Field implementation for working with partners (2 steps: “start-up” and “in-progress”)
• Roles and responsibilities workshop (your internal team and the BP team)

Modules are supplemented with a variety of exercises, case studies and tool building as appropriate. Workshops include preparation briefings, tailoring, feedback reports and follow-up

Customization

Customized programs may be created to fit client demands, requirements, skill and knowledge levels. Customization includes briefing and preparation days and possible fieldwork. (See detailed module description.)

Exercises & Case Studies

Many modules have supporting exercises and case studies that may be used or adapted to meet the program objectives. Client briefings and time limitations determine the appropriateness and utility of these exercises and case studies. Both cases and exercises can be built to client specification.

Tool Building

Programs may include tool building. Three approaches, from basic and introductory through detailed and rigorous, can be considered.

1. The first approach consists of generic presentations, discussions and exercises to create an understanding of why the tools are necessary and how they can be constructed.
2. The second approach is to build the tools with management prior to the event and then introduce, train and teach the participants with the new tools.  This approach includes consulting activity and tool creation before the program.
3. The third approach is to use the program to actually build the tools in combination with lecture, discussion and workshop.  This takes place during a highly intensive management workshop that includes consulting, examples, workbooks, IT implementation, development, tool building and facilitation for the corporation.

Two to four senior members of our team lead and facilitate the sessions.  Senior and responsible management create corporate and region wide policies, procedures and action plans ready for implementation during the workshop.

Workbooks

Unique MNSA Workbooks are available for use in developing your own tools and procedures management and business development. These Workbooks are available for purchase on-line at  order@mnsachannels.com.

• BP Search, Evaluation & Selection Process
• Sales Policy & Channel Management Reference Guides
• Channel & Partner Evaluation Process
• Business Partner Account Manager Selection & Development
• Business Partner Agreements & Contracting
• Roles, Responsibilities of the BP types  & Your Value Propositions
• Understanding Business Partners
• Best Partnering Practices
• Channel Management - Channel Readiness Implementation Checklist & Responsibilities

Duration and Fees

Duration and fees vary according to the project and client requirements, objectives and profiles of target audiences