DAY 1
Morning:
Case study
Introduction, definition,
market overview
Case Study1: Assessing existing channels
Types of third party channel, critical differences
Building your channel strategy
Case Study 2: Completing the Channel Strategy Pyramid
Profiling required channels
Developing the market entry strategy
Case Study 3: Creating the Market Access Map
Afternoon:
Case Study 4: Assessing complex barriers to entry
Pricing strategy: NA vs Europe
Channel searches – finding your ideal partners
Case Study 5: Defining the Channel Prerequisites
Case Study 6: Creating the Market Overview
Profiling and selecting the target channels
|
DAY 2
Morning:
Case Study 7: Preparing the
Partner Proposition Document
Case Study 8: Direct vs Indirect
cost analysis
Contract negotiation
Afternoon:
Case Study 9: Drafting a rep
or distribution agreement
Optimizing channel
performance and
capturing mindshare
The Canons of Channel
Management
Case Study revisited
Wrap-up
|
Print
Email