Marketing and Sales

Building Strategies to Manage the Distributor and Agent Network

A structured, applied course in distributor network management — designed to be used the week you return.

  • 5training days
  • 4modules
  • 8sessions
  • 32topics
View packages and pricesCourse outline
Building Strategies to Manage the Distributor and Agent Network
5days

About the programme

Course Overview

Activity in distributor network management is easy to generate and easy to mistake for progress. Most disappointing results in the wider marketing and commercial practice agenda trace back to an audience defined too broadly. The course sets out a working method for the practice within marketing and commercial practice that participants can apply the week they return. Participants apply distributor network management to their own commercial team throughout, so the output is directly usable. Comparative studies of the wider marketing and commercial practice agenda across sectors find the same handful of failure points recurring. Participants finish able to explain the marketing and commercial practice capability to a non-specialist audience without losing precision. Improvement in distributor network management stalls when it depends on one capable individual rather than a defined method. It is written for people who have to make this strand of marketing and commercial practice work with the resources they already have. Participants leave with a first-ninety-days plan for the marketing and commercial practice discipline rather than a set of notes.

Expected Learning Outcomes

  • Align marketing and sales handover within distributor network management so leads are not lost.

  • Build the positioning for distributor network management around a claim competitors cannot honestly make.

  • Protect the brand while pursuing short-term targets in distributor network management.

  • Design the customer journey for distributor network management across the touchpoints that actually influence the decision.

  • Adapt recognised practice on distributor network management to local constraints without hollowing it out.

  • Define the scope and boundaries of distributor network management so that responsibility for it is unambiguous.

  • Select indicators that show whether distributor network management is improving, and reject those that only look useful.

Who Should Attend

  • Quality staff verifying that distributor network management performs as designed.

  • Project and programme managers whose delivery depends on distributor network management.

  • Commercial analysts measuring performance of distributor network management.

  • Brand and communications specialists shaping distributor network management.

  • Digital marketing specialists executing distributor network management.

  • Customer experience managers improving distributor network management.

Course Modules

Open any module to see its sessions and topics.

01

Distributor network management: positioning and the honest claim

2 sessions · 8 points

Session 1Where the buyer actually decides on distributor network management

  • Choose the next segment for distributor network management and state why it is next.
  • Write the positioning claim for distributor network management and test whether a competitor could say it too.
  • Establish what evidence demonstrates distributor network management is under control.
  • Set out how exceptions to distributor network management are requested and approved.

Session 2The claim about distributor network management competitors cannot copy

  • Establish the boundary of distributor network management and record what sits outside it.
  • Collect evidence on the present handling of distributor network management before proposing changes.
  • Document the sales process for distributor network management so a new joiner can follow it.
  • Define the handover point between marketing and sales in distributor network management.
02

Distributor network management: alignment between marketing and sales

2 sessions · 8 points

Session 1Who answers for distributor network management, and to whom

  • Build the report on distributor network management that answers whether to spend more or less.
  • Build the content that answers the buyer's real question about distributor network management.
  • Confirm that reporting on distributor network management reaches the people who can act.
  • Design the retention action triggered when a customer of distributor network management goes quiet.

Session 2Handling the objection to distributor network management that ends most conversations

  • Define qualification criteria that disqualify quickly in distributor network management.
  • Confirm that contractual obligations around distributor network management are understood.
  • Set objectives for distributor network management in revenue terms with a timeframe.
  • Plan the sequence in which improvements to distributor network management will be introduced.
03

Distributor network management: retention, loyalty and lifetime value

2 sessions · 8 points

Session 1Closing out distributor network management and capturing what was learned

  • Review whether distributor network management is aligned with the objectives of the commercial team.
  • Record the rationale for each significant choice made about distributor network management.
  • Script the three most common objections in distributor network management and the responses.
  • Identify the data already collected that bears on distributor network management.

Session 2Measuring distributor network management when attribution is imperfect

  • Establish who is informed, consulted and accountable in distributor network management.
  • Measure lifetime value from distributor network management, not just first purchase.
  • Describe the buyer for distributor network management specifically enough to name who is excluded.
  • Review whether short-term tactics on distributor network management are damaging the brand.
04

Distributor network management: channels, content and creative

2 sessions · 8 points

Session 1The hard cases in distributor network management and how to reason about them

  • Agree the attribution model for distributor network management and state its known limits.
  • Compare cost of acquisition against value in distributor network management.
  • Structure pricing for distributor network management against perceived value.
  • Assign responsibility for keeping documentation of distributor network management current.

Session 2Protecting the brand while hitting targets on distributor network management

  • Reduce the variation in how distributor network management is carried out between teams.
  • Prepare the summary of distributor network management that senior management will read.
  • Remove steps in distributor network management that add effort without adding assurance.
  • Confirm that those complying with distributor network management understand why it exists.

Choose the package that suits you

Silver Package

At least 3 people

USD1,250
  • Workshop or Program Participation
  • Airport Transfers
  • Customized Badge
  • Expert Mentorship (Private Sessions)
  • Supervision & Secretarial Services
  • Accredited Certificate of Participation
  • Complete Training Kit
  • Coffee Break
  • Closing Ceremony

Gold Package

At least 3 people

USD1,850
  • 5-night stay in a 5-star hotel
  • Workshop or Program Participation
  • Airport Transfers
  • Customized Badge
  • Expert Mentorship (Private Sessions)
  • Supervision & Secretarial Services
  • Accredited Certificate of Participation
  • Complete Training Kit
  • Coffee Break
  • Closing Ceremony

Complete your registration

We will contact you within one business day to confirm.

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