Enhanced Capabilities for Channel Partner Managers!
Empower your team to build stronger, smarter channel partnerships.
Designed for Distributor Managers in the Life Science, Biotechnology, Clinical, Analytical Laboratory, Process, and Industrial sectors, this industry-focused programme provides practical tools and relatable examples that reflect real-world challenges, helping participants strengthen their channel strategy.
Module 1: Distributor Manager
Skill Development
Module 2: Distributor Management
Planning
Module 3: Managing Distributors
14th Oct Start: 08.00 BST/07.00 UTC, Finish: 11.00 BST / 10.00 UTC
25th Nov Start: 15.00 GMT / 15.00 UTC, Finish: 18.00 GMT / 18.00 UTC
Module 4: Influencing Distributors
21st Oct: Start: 08.00 BST / 07.00 UTC, Finish: 11.00 BST / 10.00 UTC
2nd Dec Start: 15.00 GMT / 15.00 UTC, Finish: 18.00 GMT / 18.00 UTC
About Sharon Eaton: Founder & Managing Director of BioChannel Partners Ltd
With a background as a Global Channel Partner / Distributor Manager, Sharon Eaton has firsthand experience in selling capital equipment, reagents, consumables, and services in the life science and technical sectors. This hands-on experience gave her deep insight into the challenges and opportunities faced by professionals managing distributor networks.
During her time as a distributor manager, Sharon consistently encountered recurring challenges: the lack of a clear, time-efficient method to identify, qualify, and recruit new channel partners — particularly in regions with gaps or under performing distributors. The demands of supporting existing partners, combined with extensive international travel, left little time for the thorough research needed to make informed decisions about new markets or replacements. Managing inherited distributors — partners who may have once been a good fit but no longer aligned with the company’s evolving strategy or performance expectations.
Determined to find a better way, Sharon took a year out to pursue a full-time MBA, focusing specifically on channel partner recruitment and management. She conducted interviews with over 30 distributor managers in the life sciences industry and uncovered two recurring themes:
- Difficulty in finding the right partners
- Challenges in managing relationships without direct authority, yet with responsibility for performance
Armed with this insight and a drive to solve these problems, Sharon founded BioChannel Partners Ltd in 2003, initially offering bespoke channel partner recruitment services. In 2014, the company expanded to include focused training modules for distributor managers — equipping them with practical tools to strengthen and grow their channel relationships.
For over two decades, Sharon has partnered with manufacturers and distributors of technical products and services to support the growth and optimisation of their global channel networks. She thrives on engaging with the talented professionals who choose a career in distributor management and takes great pride in encouraging ambitious international business development managers to grow, excel, and achieve outstanding results.
Participants
Professionals who have responsibility for engaging with channel partners of Life Science, Biotechnology, Process, Clinical, Analytical Laboratory & Industrial products, and services who are seeking fresh ideas to engage and re-motivate their existing Distribution network and recruit new partners will find this training invaluable, e.g:
Channel Partner, Export and Distributor Managers
Managers of Channel Partner Managers
International Marketing Managers
Product Managers with international responsibility
Distributor Support Professionals (Service, Applications, Technical)
Course participant numbers per group are limited to 10 to ensure that everyone can engage and learn effectively. The sharing of views, opinions and experiences is encouraged, and these lively interactions embed the concepts and make the training more enjoyable and effective.
The Price Per Course Module Per Person is £900.