Managing dynamic channels requires specialist skills and knowledge. Many managers in channel roles find that their prior experience does not equip them for the challenges they now face. We offer the following courses Understanding Partner Business Models Managing Partner Business Model Dynamics

Understanding Partner Business Models – I day, £475 plus VAT

This course has been adapted from the specialist courses we have run for many years for technology vendors internally. It is aimed at anyone whose role requires them to engage with indirect partner channels, such as partner account managers, channel marketing managers, partner support service managers, product marketing managers and similar roles.

In this course, you will:

• Refresh basic financial knowledge using our widely accepted business model framework or logic tree.
• Apply that knowledge to  partner data that reflects both current IT market conditions and the different partner types in the channel
• Compare the business models of product-centric partners such as distributors and corporate resellers with those of service-based businesses such as Value Added Resellers
• Gain an understanding of the drivers and measures of each business model. 

 Real examples are used and benchmarks provided. Learning is reinforced by activities that require participants to apply their skills and knowledge in making judgements as to the best performing partner in a small portfolio or identify the hidden risks in an apparently successful year-on-year comparison. During the course participants analyze typical vendor partner programs to see how they impact partners' business models and assess how and when they are likely to be effective.

The course instructors are drawn from our consultants, each of whom have over twenty years' experience working with IT channels and have either a finance or business qualification. Drawing on their insight from first-hand knowledge of many of the key partners in Europe, instructors can bring the key principles to life with real and current examples.

We have been training people in the channel-facing roles of Hewlett-Packard, Cisco, IBM, Microsoft, SGI, Orange and other leading technology vendors for many years. Now this industry-leading education is available to individual participants or small groups.

Courses will be run in the UK (either London or Bracknell) and we are currently planning to hold them at the end of September/early October subject to feedback. Places on a one-day course including lunch, tea and coffee are £475 per participant with early-bird and multiple booking discounts.

If you would like to register an interest in Understanding Partner Business Models, please contact Julian Dent on +44 20 8899 7333 or jdent@viaint.com, indicating the number of people who would possibly attend, their roles and your preferred timing for the course. We will contact you to formally register participants for specific dates.

Managing Partner Business Model Dynamics – 2 days residential, £1,275 plus VAT

This course is for those roles requiring deeper knowledge and insight of partners' business models, built around a comprehensive simulation. Participants will run a typical partner's business over five decision-making rounds, with the number and complexity of business elements increasing each round. With key learning insights prior to each round and a comprehensive debrief with their results after each round, participants will master the trade-offs required to optimise the business model and hit key objectives and performance targets. Courses will run in November and early January over two days. Places including overnight accommodation, lunch and dinner are £1,275 per participant with early-bird and multiple booking discounts.

If you would like to register an interest in Managing Partner Business Model Dynamics, please contact Julian Dent on +44 20 8899 7333 or jdent@viaint.com, indicating the number of people who would possibly attend, their roles and your preferred timing for the course. We will contact you to formally register participants for specific dates