Enhance the Capabilities of Channel Partner Managers!

Development Training Courses, by BioChannel Partners Ltd and george james ltd, have been tailored for Channel Partner Managers in the Life Science, Biotechnology, Process, Clinical, Analytical Laboratory & Industrial Marketplace. 

The interactive online programs allow managers of distributors, agents and value added resellers to discuss issues with peers and trainers to address the typical issues faced in the role. Our proven approach offers a practical set of tools developed over many years.

The training is delivered over Zoom in 4 x 3hr optional modules. Each Module £900.

Module 1: Channel Partner Manager 
Skill Development

  • The Role Model Channel Partner Manager
  • Developing Personal Goals
  • Prioritising a Focused Workload
  • Managing v's Leading Skills
  • Communication & Listening Skills

25th June Start: 08.00 BST / 07.00 UTC Finish 11.00 BST / 14.00 UTC

30th Sept Start: 14.00 BST / 13.00 UTC Finish 17.00 BST / 16.00 UTC 

Module 2: Channel Partner Management 
Planning

  • Business Plan Development
  • Current Situation Audit & Gap Analysis
  • Defining Best Partner Profile for Optimal Coverage
  • Channel Partner Recruitment Process
  • Planning and Managing Growth

26th June 08.00 BST / 07.00 UTC Finish 11.00 BST / 10.00 UTC

7th Oct Start: 14.00 BST / 13.00 UTC Finish 17.00 BST / 16.00 UTC

Module 3: Managing Channel Partners

  • Managing Channel Partner Performance
  • Managing Targets and Sales Funnels
  • Business Reviews with your Channel Partners
  • Managing Channel Conflicts
  • Managing Under-performance, Recovery and Termination

2nd July Start: 08.00 BST /07.00 UTC Finish 11.00 BST / 10.00 UTC

14th Oct Start: 14.00 BST / 13.00 UTC Finish 17.00 BST / 16.00 UTC

Module 4: Influencing Channel Partners

  • Assessing Capability and Willingness
  • Managing Power Imbalances
  • Channel Partner Motivation
  • Constructive Feedback
  • Developing Trusting Relationships

3rd July Start 08.00 BST /07.00 UTC Finish: 11.00 BST / 10.00 UTC

21st Oct Start: 14.00 BST / 13.00 UTC Finish 17.00 BST / 16.00 UTC

Trainers

Jointly delivered by Sharon Eaton from BioChannel Partners Ltd and Steve Vaughan from george james Ltd.


Our trainers have previously worked as Global Channel Partner Managers in the industry, selling capital equipment, reagents, consumables & services, and hence have an in-depth understanding of the challenges and opportunities faced by those in Channel Partner Management roles today.

Sharon Eaton founded BioChannel Partners Ltd over two decades ago with the primary goal of aiding channel partner managers to perfect their channel partner networks.

During Sharon's tenure as a channel partner manager, she encountered a challenge: the absence of a straightforward method to discover new distributors in regions where there were gaps or a need to replace ineffective channel partners. Time constraints, largely due to extensive travel in support of existing partners, hindered her ability to conduct the necessary research to ensure the identification, qualification, and recruitment of the most suitable channel partners.

Furthermore, a significant amount of time was consumed in dealing with inherited distributors who, while ideal in the past, no longer constituted a good strategic fit. Sharon recognised the need for a more efficient approach.

To address these challenges, Sharon took a year off to pursue a full-time MBA, focusing on channel partner recruitment and management. After interviewing over 30 distributor managers in the life sciences field, she discovered a shared experience. The two most pressing issues for channel partner managers were finding the right channel partners and effectively managing relationships with companies where there is no direct authority, but a responsibility to ensure performance.

In 2003, BioChannel Partners Ltd was established to initially focus on channel partner recruitment and in 2014, in collaboration with george james Ltd, to provide training for channel partner managers on maximizing the potential of their distributors.

For over 20 years, Sharon has been engaging with channel partner managers of technical products and services to help them overcome challenges in the development of their channel partner network and she thoroughly enjoys interacting with the talented professionals who choose channel partner management as a career. Encouraging ambitious international business development managers to grow, develop and achieve amazing results is a pure delight!

Our training courses were initially developed and delivered with Jonathan Cooper from george james Ltd who has vast experience in training sales professionals and has further evolved alongside Steve Vaughan who, as a sales manager, channel partner manager and trainer, adds additional valuable insights on how to get the most from export markets via distributors / channel partners.

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 Channel Partner 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
  • Channel Partner Support Professionals (Service, Applications, Technical)

Participant numbers per group are limited to 10 to ensure that everyone can engage 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.

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