Build the internal capability for channel partner incentives rather than depending on external support indefinitely.
Designing Channel Partner Incentive Programmes to Increase Sales
Practical training in channel partner incentives, grounded in real cases and applied to your own operation.
📍 Tripoli🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
Activity in channel partner incentives is easy to generate and easy to mistake for progress. Discounting solves a problem in this part of marketing and commercial practice today and creates a larger one next quarter. Across sectors, teams that rehearse the wider marketing and commercial practice agenda outperform teams that only plan it. This programme builds channel partner incentives from first principles, without padding and without omitting what matters. Participants apply this strand of marketing and commercial practice to their own commercial team throughout, so the output is directly usable. The programme builds the judgement to know which parts of the marketing and commercial practice capability to standardise and which to leave flexible. It is appropriate for those preparing to take on wider responsibility for channel partner incentives. Progress on this aspect of marketing and commercial practice is usually lost in the gap between approval and execution. The final module sets out how progress on this area of marketing and commercial practice will be evidenced six months later.
Expected Learning Outcomes
Design the customer journey for channel partner incentives across the touchpoints that actually influence the decision.
Set the attribution model for channel partner incentives and understand its limits.
Assess the current state of channel partner incentives against a structured set of criteria rather than impressions.
Design the qualification criteria that stop effort being wasted in channel partner incentives.
Choose channels for channel partner incentives on evidence of where the audience decides.
Assign clear ownership for each element of channel partner incentives across the functions involved.
Who Should Attend
Business development managers pursuing opportunities in channel partner incentives.
Analysts producing the data on which decisions about channel partner incentives rest.
Training and development staff building internal capability in channel partner incentives.
Founders and owner-managers running channel partner incentives personally.
Agency and consultancy staff supporting clients on channel partner incentives.
Product managers whose proposition depends on channel partner incentives.
Course Modules
Channel partner incentives: objection handling and negotiation
2 sessions · 8 pointsSession 1Protecting the brand while hitting targets on channel partner incentives
- Measure lifetime value from channel partner incentives, not just first purchase.
- Record the rationale for each significant choice made about channel partner incentives.
- Select channels for channel partner incentives based on evidence, then cut the rest.
- Establish the boundary of channel partner incentives and record what sits outside it.
Session 2Escalation and decision rights in channel partner incentives
- Verify six months later that changes to channel partner incentives have held.
- Identify the data already collected that bears on channel partner incentives.
- Define acceptance criteria for channel partner incentives in advance.
- Choose the next segment for channel partner incentives and state why it is next.
Channel partner incentives: channels, content and creative
2 sessions · 8 pointsSession 1Measuring channel partner incentives when attribution is imperfect
- Build the report on channel partner incentives that answers whether to spend more or less.
- Benchmark the organisation's channel partner incentives against comparable operations.
- Describe the buyer for channel partner incentives specifically enough to name who is excluded.
- Build the internal briefing that explains channel partner incentives to those affected.
Session 2Testing the message on channel partner incentives before spending
- Set objectives for channel partner incentives in revenue terms with a timeframe.
- Agree the indicators that will show whether channel partner incentives is improving.
- Establish what evidence demonstrates channel partner incentives is under control.
- Build the content that answers the buyer's real question about channel partner incentives.
Channel partner incentives: pricing, value and discount control
2 sessions · 8 pointsSession 1Getting other functions to support channel partner incentives
- Document the sales process for channel partner incentives so a new joiner can follow it.
- Agree the attribution model for channel partner incentives and state its known limits.
- Test creative for channel partner incentives at small scale before full commitment.
- Compare cost of acquisition against value in channel partner incentives.
Session 2The claim about channel partner incentives competitors cannot copy
- Review whether channel partner incentives is aligned with the objectives of the commercial team.
- Structure pricing for channel partner incentives against perceived value.
- Close out actions on channel partner incentives rather than leaving them open indefinitely.
- Identify where judgement in channel partner incentives is legitimate and where it is not.
Channel partner incentives: qualification and pipeline discipline
2 sessions · 8 pointsSession 1Reviewing channel partner incentives when nothing has gone wrong
- Distinguish symptoms from causes when channel partner incentives underperforms.
- Script the three most common objections in channel partner incentives and the responses.
- Confirm that those complying with channel partner incentives understand why it exists.
- Map the decision journey for channel partner incentives and mark where the choice is actually made.
Session 2Defining the audience for channel partner incentives narrowly enough to matter
- Set the discount authority for channel partner incentives and require justification.
- Define qualification criteria that disqualify quickly in channel partner incentives.
- Check that records of channel partner incentives answer the questions likely to be asked.
- Remove steps in channel partner incentives that add effort without adding assurance.
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.