Mastering Management of Sales Channels

That decision is the subject of module two. Participants compare the three routes to market, weigh control against reach and the expense of serving each segment, examine hybrid and dual-channel models, and then apply a decision framework to their own markets. Module three extends this to distribution intensity, so a company can decide where to be intensive, selective or exclusive.

In two steps. Module four treats selection as a strategic decision, with a seven-step process, partner segmentation, due diligence and a partner value proposition. Module five turns selection into a repeatable engine: defining the ideal partner profile, sourcing a prospect list, sequencing the recruitment pitch, and running an outreach and qualification funnel that brings partners on in cohorts rather than one at a time.

Module eight builds the partner economic model so that a channel manager understands the math from the partner's side, then reviews the incentive toolkit and how to design incentives that change behavior rather than reward the status quo. Module nine follows with the waterfall of discounts and allowances, where margin leaks, and how channel power affects the margin split. Module thirteen then measures the result through partner productivity, channel ROI and a composite partner scorecard.

Yes. Module ten explains what channel conflict is, why some of it is healthy, and how root causes escalate if left alone. Participants then design territories and rules of engagement, and work through multi-channel and digital overlap, including cannibalization and free-riding. Mixed cohorts of channel and direct sales staff often resolve live disagreements while studying this module.

Module seven is framed around getting a partner from signed to selling. It defines what onboarding and enablement mean, designs the onboarding journey step by step, treats enablement as a transfer of capability rather than a content library, and ends with how to measure, scale and fix an enablement program that is not producing partner activity.

Through the Blue Ocean learning platform, as 30 hours of self-paced online learning available on web and mobile. Channel managers in several countries study on their own schedules while the administrator dashboard shows the commercial lead who has enrolled, progressed and completed. A pilot cohort in one market is a common first step before a wider corporate license.

Use the Register Now button on this page. It opens Mastering Management of Sales Channels on the Blue Ocean Academy website, where you can enroll and start learning at your own pace.