Via International - Skills & development

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Pre-order the new book written by our Chairman, Julian Dent:

Distribution Channels- Understanding and Managing Channels to Market

Published by Kogan Page in August this year

FOCUS AREAS

> Channel Strategy

> Channel Management

> Channel Economics

> Channel Compensation

> Channel Trends

> PRM

> Account Management

> Skills & development

> Customer focus

> Marketing & brand management

> Retail channels

> SMB Channels

> Legal & regulatory frameworks

FOCUS AREAS ~ SKILLS & DEVELOPMENT

In the fast changing world of channel management, there is an almost constant demand for improved skills to enable new channel strategies. VIA has been at the heart of some of the most challenging change management programs undertaken by vendors as they seek to equip their people to manage new channels or make quantum leaps in their capabilities. Training alone won't deliver real change, but it is an essential component of any change managent process. These articles share insights in both the development of effective learning and development programs as well as the implementation of broader change management. To find out more, contact Rosemary Wyatt on +44 207 585 3399 or rwyatt@viaint.com.

Articles

Transforming account managers
Max Hotopf
Actually changing the way account managers work with partners and major customers is extraordinarily difficult. However HP has found a way of managing this change.

Skilling your channel
Max Hotopf
Very few suppliers systematically educate their channel. We look at how HP, Philip Morris and Caterpillar do just this. Does it pay?

Developing Account Managers’ Skills
Max Hotopf
Gone are the days when account managers shoved products down the throats of intermediaries. Today, it is about building deep and lasting relationships with a whole variety of players. So what skills do today’s partner-account managers need? We interview Anna Sundt, a consultant at VIA International…

Bruce Maule of IBM: Building a channel culture at IBM
Max Hotopf
Max Hotopf interviews Bruce Maule, worldwide director of Distribution Channels Management, corporate marketing at IBM, on a quiet revolution. The last decade has seen the rise of marketing as a core pillar, akin to sales and finance, within IBM. As part of this, in the last two and a half years, IBM has created Distribution Channels Management, a cadre of 250 managers worldwide, tasked with ensuring that IBM optimises its routes-to-market.

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