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Using Partnerships & Channels to Grow Sales

Business Innovation Centre, Binley Business Park, Harry Weston Road, Binley, Coventry. CV3 2TX
1:15pm to 4:30pm 5th Dec

There is considerable evidence that organisations need a planned approach to partnerships, and to developing internal capabilities, but many find this step a challenge. A lack of partnering skills, together with a transactional sales process and culture, makes it hard to develop and get value from relationships. An unplanned approach can result in partners becoming disaffected and both parties wasting resources. Organisations need an approach that addresses more than simply the metrics and processes.

1:15pm   Registration and networking
1:30pm   Welcome and Introductions
1:45pm   What’s your Route to Market ?
2:00pm   Why use partners – new markets, international markets?
2:25pm   Total product – concept and execution
3:00pm   Refreshment break
3:15pm   Types of partnerships, alliances and channels
3:30pm   Developing your Route to Market strategy
3:50pm   Your partner proposition and joint proposition
4:10pm   Enabling and managing your partners
4:30pm   Putting it all together: the partner lifecycle
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