Channel Partner Management & Leadership Training

Effective Channel Partner Management Training

          Advanced Channel Partner Leadership Training

Remote training delivered in 8x90min sessions

Improve the capabilities of your commercial teams!

Effective Channel Partner Management

  • Define the Role of the Channel Partner Manager
  • Audit the current channel partner network and support systems
  • Identify gaps in the channel partner network
  • Generate an executable plan for their territory
  • Prioritise activities to optimise the channel partner network
  • Develop a hiring and termination process for channel partners
  • Make high quality joint visits to end customers with their channel partners
  • Conduct an effective business review
  • Coach channel partners to generate accurate forecasts

Advanced Channel Partner Leadership

  • Apply relevant situational leadership techniques
  • Give constructive developmental feedback
  • Manage performance to achieve the desired goals
  • Conduct timely, difficult and key conversations
  • Manage non-performance and or contractual conflicts
  • Exert positive personal influence internally & externally
  • Justify and secure resources required for success
  • Take strategic planning of the channel partner territories to the next level
  • Manage risk and plan for contingency
  • Develop long term relationships with channel partners based on trust and respect
  • Get better visibility of CP activities and markets

Who should Attend?

Those seeking fresh ideas to re-motivate and optimise their Channel Partner Network e.g.

  • Channel Partner / Distributor Managers
  • International Marketing, Business Development & Product Managers
  • Export sales administrators
  • People looking to advance their career into a Channel Partner Management role
  • Managers of Channel Partner Managers

Number of participants
Limited to 10 to ensure everyone can participate and share their views, opinions and experiences

Contact us for pricing, agenda and booking form:
Sharon Eaton: 07890 087279
Jonathan Cooper: 07710 763253
About Us

Relevant, useful, practical training developed by George James Ltd and BioChannel Partners Ltd.
Our trainers have previously worked as International Channel Partner Managers in the Life Science, Biotechnology and Laboratory Scientific Market Place selling capital equipment, reagents, consumables and services.
An in-depth understanding of the challenges and opportunities faced by Channel Partner Managers in these industries makes the training content relevant to the challenges they are likely to face in the role.


Luke Lindley, Strategic Partnership Manager at Rockland Immunochemicals, Inc.
I recently attended the Biochannel Partners course run by Sharon and Jonathan. As someone new to channel partner management it was a fantastic opportunity to learn the tools needed to succeed. The course was a mixture of newbies like me learning the ropes through to people with decades of experience who were refining their knowledge. The quality of the material was excellent and splitting the course into two sessions has helped with retaining the learning points. The course materials being available online is very helpful not something many training courses do. Highly recommended.

Laurence Borgs, Manager of International Sales & Distribution chez Diagenode
I recently attended the Effective Channel Partner Manager training course organized by Sharon. I particularly appreciate the training as much as for the quality of presentations than for the quality of the exercice and discussions. The diversity of attenders enriched the working of the Group, in various topics addressed. A real guidance addressed to experienced peopole as well as new people in the field. Very useful to improve the daily work!

Matthew Dunne, Global Distribution Manager at Sphere Fluidics
I was recently at the Biochannel Partners course hosted by Sharon and Jonathan. The content and agenda were excellent. I discovered lots of things that I am doing well and lots of other things that I can improve on. We had a really diverse group for the 2 days also which really helped develop interesting discussions. If like me you have been in channel management for 15+ years or you are new to channel management then this would be a really useful course for you. Would highly recommend.

Dr. Tina Freisinger, Global Sales Manager, ibidi GmbH
The Channel Partner Management Course was a great opportunity for me to learn new and effective tools on how to manage the relationship and performance of distribution partners. I really liked the very interactive approach that has been used by Sharon and Jonathan to convey the course content. Furthermore, the interaction with other participants was very valuable to me since I learned a lot about methods and strategies used in other organizations.

Alan Brookes, Sales Manager, Agilent Technologies
Having recently attended the Channel Partner Training course at BioChannel Partners, I am happy to write a short review to help other potential attendees looking for a similar event.
Having participated in a number of Sales Training events during my career, this was the first time I have experienced a course specifically focused on the Management of Channel Partners/Distributors. I have to say that I found the content and delivery very useful in that it concentrated on those aspects of sales that are somewhat unique to selling through distributors. Some of it was a reassurance of my current activities, but 
equally, I learnt a number of tips and tricks on handling all aspects of selling through partners. Of particular help was hearing from other Channel Partner Managers, their difficulties, successes, and experience were most useful. Certainly a course I would recommend to any new or experienced distributor manager. Thanks

Kerry Johnson, Distributor Manager, Innova Biosciences Ltd
I would recommend the BioChannel 'Effective Partner Management' Course for anyone involved in the management of channel partners, whether new into the role or experienced and looking for ways to more effectively produce great results. The course material was spot on and covered many tools for channel network building, management and refinement, as well as tools for coaching channel partners. And so many of these tools and tips are transferrable into working with colleagues and direct reporting employees too. All in all a great way for me to take on my new role, and I can highly recommend Sharon and Jonathan, their enthusiasm and methods. Many thanks!

Andy Hall, EMEA Operations and Distributor Manager at Trajan Scientific and Medical
Just wanted to write a recommendation for Sharon and her company BioChannel Partners. I recently joined her course on the Effective Channel Partner Manager, training course and had a really positive experience. The course was well thought out and presented, with good material and an atmosphere of openness. Highly recommended - Thanks Sharon!

Manesh Venugopal, Manager Indirect Sales, Agilent Technologies India
After 26 years of managing different types of channels, Sharon's training still was able to relook into aspects left on the back burner. Her imitable and simple rendering of an extremely effective content, has only helped the participants to focus on the right priorities
The overall program is in a pace that is comfortable, meaningful and enjoyable. Will recommend this program for all professionals managing complex and diverse channel partners.

Nimisha Roma Bowen, EMEA Marketing Executive, Business Analyst at Abcam
Biochannel partner' Effective Channel Partner Manager training course was a comprehensive course that taught skills and techniques to understand and improve relationships with partners. The tools and support have been available to me ever since. I would recommend this course to anyone who works with a distribution network at any point in their career.

Lorna Gotter, Channel Manager EMEA, MP Biomedicals
This Channel Partner Management Course has without doubt been the best job-related course I have ever attended. I'd highly recommend it for all distributor managers. I'd even go so far as saying it's a must.

Jelena Vjetrovic, Business Manager Southern Europe, at Polyplus-transfection S.A.
I attended the Effective Channel Partner Manager training organized by BioChannel Partners and I can only recommend Sharon. From organization aspect, knowledge shared and willingness to adjust to each of our needs, I think we all benefited from the work the team has done! Thank you all again, I think this really helped kick start my Channel Managing career.

Russell Thompson, Channel Partner Manager at Agilent Technologies
I attended the Channel Partner Manager course at the beginning of 2015 and found it to be exactly the course that I needed. I had worked with distributors since 2008, and in a CPM role since the beginning of 2012. I found this course rewarding on many levels - in the validation of what I was doing, providing insight in to situations that could arise in the future and also many useful suggestions and tips for my role.
I would recommend this for any Channel Partner Manager, regardless of the size of the company they work with or how long they have been in the role. Thanks again, Sharon!

Battal Demir, Imaging Business Development Manager, Export/Ermerging Countries chez PerkinElmer
Sharon and Jonathan have been very professional and advice/efficiency driven team. BioChannel Parntner management program content has shown more than expectations. Many thanks!

Siegfried Leidig, Channel Manager EIMEA bei Harvard Bioscience
The training course on Effective Channel Partner Management has been a great help for me. Not only because of the professional way of presenting the course contents, but also because the information exchange with participants. All helpful documents are provided via dropbox and updated regularly - and once one still has questions - you can ask the linkedin Effective Channel Partner Management Training Group. I would totally recommend this training to everybody who is interested in doing this kind of job.

Josie McSherry, (ex) Distributor Manager, DelAgua Group
I attended the Effective Channel Partner training course during 2015, and no exaggeration, this has been the most valuable training course I have attended. Both Sharon and Jonathan were very knowledgeable, and I gained general skills in sales techniques, client management and coaching in addition to how best of manage relationships with distributors. My colleague and I took these skills back to the business we work for and have taken steps to make our processes more efficient. I would thoroughly recommend the Effective Channel Partner course.

Jane Firth, Global Distributor Manager at LGC Standards
I would recommend the Channel Partner Manager course to anyone setting out in a role in Channel Managing or revisiting their strategy. The flexible nature of the course and small group size means it can be tailored to suit the interests of the attendees. A lot of useful tools and tips are shared on the course, and afterwards.

Carina Grauvogel, PerkinElmer, Sales Development Manager Imaging, EMEAI
I can highly recommend Sharon's Effective Channel Partner Management training course for anybody working with distributors/resellers, no matter if you are new to the business or have years of experience. The course will definitely give you a lot of new insight and ideas how to make your daily work with your partners more successful. It is a well thought out and structured course, led by very professional and pleasant trainers, and it's also a great opportunity to network with people from other companies doing similar jobs.

Paul Coyne, Business Development Manager at Technopath - Biotechnology Division
I can recommend both Sharon and the 'Effective Channel Partner Manager Training' course that I recently participated in.
The course was informative and well structured and would be beneficial to anyone who is looking to set up 'Channel Partners' to supply their products into various geographies.
I also found Sharon and 'Biochannel Partners' a valuable asset and offers insight into my Industry.

Dr. Carl J. Christel, Manager, Sales at SIRION BIOTECH GmbH
I had the pleasure of participating in Sharon's "Effective Channel Partner Management Training" course. For me the course was a complete success. I felt both well informed and inspired and immediatly set forth to putting the lessons learned to excellent use. It had an immmediate, important impact on my work and has added valuable elements to our companies CP-strategies. A must for any manager/company looking to build a successful CP environment OR to break out of old structures and innovate their CP concept.

Amy Drummond, Regional Sales Manager at Grant Instruments
A fantastic course, so much so that my colleagues noticed an immediate change in the office. The course helped me in many different ways; it reinforced what I knew already, provided me with the skills and tools to build on that knowledge, taught me new techniques and with the wide range of participants I learnt a huge amount from the experiences of the other companies attending.

Sabine Mameaux, Channel Distribution Manager for Europe & Asia at Ziath Ltd
Very informative and interactive course. A lot of material provided. Fantastic energy, enthusiasm and experience shared by trainers.

Bradley Mabbutt, Sales Executive - Export at R&D Systems
This is an excellent course, the content is interesting and relevant & I am implementing many of the ideas discussed during the training. I would recommend this training to anyone working with or planning to work with channel partners.

Miriam Foster, Marketing Executive at TAP Biosystems
I found the Effective Channel Partner Manager Training informative, interesting and enjoyable. All of my objectives were met and I found the pace of the training just right. I would recommend this course to a friend or colleague. It was well presented and structured training that will enable me to fine tune my working day and achieve better results.

Mark Baker, Export Sales Manager, Hettich Benelux
I recently attended the Effective Channel Partner manager training course and it was excellent. It was well organised with a great venue. The course itself was just about the right size with a mixture of attendees with different levels of experience. I learnt many new ideas and techniques and refreshed past ones. I would recommend this course to any new or existing Export manager

Contact Sharon Eaton, for booking, agenda & price

Tel: +44 1284 756 440
Mob: +44 7890 087 279