Effective Channel Partner Management Presentation

www.biochannelpartners.com

turning distributors into channel partners

Effective Channel Partner Manager Training Programme

Overview


Effective Channel Partner Manager TrainingIntroduction


The Effective Channel Partner Manager Training course was developed by Sharon Eaton MBA, Managing Director, BioChannel Partners Ltd, and Jonathan Cooper, Director, george james Ltd for distributor managers of scientific related products.

It was recognised that, not only is distributor management a challenging business development role, but that there are additional issues which need to be addressed when the market is also dynamic and high tech.

The course content was developed, not only using the experience of the trainers, but also from extensive research including interviews with over a hundred experienced channel partner managers.



Effective Channel Partner Manager TrainingWhy our course?

• An internationally-established, highly-specialised course for Life Sciences and Analytical Laboratory channel partner managers

• Course developed by experts and shaped by primary market research and feedback from course attendees

• Flexible course content and approach can be tuned into an individual delegate’s needs

• Multiple course delivery methods involving face-to-face seminars, group work, electronic content and remote training material access

• Course split into two sessions, allowing delegates to make changes and feedback on progress

• Provides pragmatic, real-world examples that can be utilised straight away to enhance sales and improve return on investment

Effective Channel Partner Manager TrainingMajor Programme highlights



The Role of the Channel Partner / Distributor ManagerThe importance of the Channel Partner / Distributor Manager role within the organisation.Responsibilities to the organisation and to the Channel Partners

Channel Partner RecruitmentUnderstand how to define, identify, assess and appoint the right Channel Partners for your business

Setting Goals and Managing ExpectationsAgree and execute business plans with your Channel Partners. Ensure your legal contractsand agreements are workable and fair to all. Learn how to manage underperformance,secure accurate forecasts and where appropriate, terminate a Channel Partner

Leading and Inspiring Channel PartnersGet the very best from your Channel Partners on a day to day basis through yourmanagement, coaching and training activities

Personal Development Leadership training, time management


BioChannel Partners Ltd• Established: Feb 2003

• Service: Manufacturer / Distributor Partnering Effective Channel Partner Manager Training

• Our Clients: Manufacturers of Life Science and Analytical Lab Products

• End Users: Pharma, university, hospital, QC, biotech, research, process, clinical, analytical laboratories

• Geography: Global

• Products: High end to basic instrumentation, cutting edge reagents, kits and consumables to commodities, software and services



george james ltd• Established: 1999

• Service: Training & Personal Development Programmes, Search Based Recruitment, Corporate Development – delivered globally

• Our Clients: Manufacturers and Major Distributors of Life Science, Medical Device, Process and Analytical Laboratory Products and Services

• End Users: Pharma, University, Hospital, QC, Biotech, Government Research, Process, CRO, Oil & Gas, Food & Beverage, Environmental, Agriculture

• Products: High end to basic instrumentation, cutting edge reagents, kits and consumables to commodities, software and services




Trainer Profiles – Sharon Eaton• Sharon has worked in the Life Sciences industry (Amersham International, Roche/Boehringer Mannheim,

Kodak Scientific Imaging Systems, Invitrogen) since 1987, gaining experience in R&D, regulatory compliance, sales, marketing and distributorship. She was an international channel partner manager in Europe, Eastern Europe, CIS and the Middle East. Products that she managed have ranged from commodity and cutting edge consumables, laboratory equipment, high tech instrumentation and software.

• Sharon founded BioChannel Partners Limited in 2003 to help busy distributor managers find candidates to introduce and manage sales of their products in new, international markets. A systematic process and a proprietary database containing profiles of over 20,000 firms has been developed which enables a client to quickly identify compatible, active distributors. Sharon has an MBA from Strathclyde University Business School.

• In 2013, to further support the role of the distributor manager, Sharon developed the Effective Channel Partner Manager Training course along with Jonathan Cooper from George james ltd. Sharon as been working with distributor managers in the industry for over 12 years and has gained a wealth of knowledge of the issues facing managers in this type of business development role. Attendees of the Effective Channel Partner Manager training course will gain knowledge, not only from the experiences of the trainers but from the collated know-how of many distributor managers who have been interviewed or trained over the years.


turning distributors into channel partners Trainer Profiles – Jonathan Cooper

• Jonathan, along with Neil Burns, co-founded george james ltd in 1999. Jonathan heads up the training arm of the business and develops and delivers a wide range of successful sales / service / support and management focussed training programs in scientific and technology markets on a global basis. In addition to delivering bespoke training solutions for individual customers Jonathan is also regularly involved in Performance Coaching programs where he works on a one to one basis with Managers and Directors

• Jonathan has always had a passion for training and coaching and has constantly undertaken such activity since 1986 (on appointment to his first Sales Management role) hence has gained a wealth of knowledge and experience in the field of training and development with a particular emphasis on improving sales force efficiency and effectiveness, pipeline / funnel management / accurate forecasting, management and leadership development, delivering a great customer experience, sales & commercial awareness for sales ‘support’ staff, distribution management

• Since founding george james ltd, Jonathan has worked with over 100 companies and trained over 6,000 people in small start-up ventures to major global corporations, reagent / consumable companies to those selling $1M+ capital equipment based solutions; many of them on multiple occasions

• Prior to founding george james ltd Jonathan spent 14 years in various sales and marketing, field based and management roles initially with Perkin Elmer in the UK and subsequently with VG Instruments and Gas Measurement Instruments in Europe, North America and Asia gaining a great deal of experience in a range of markets including Pharmaceutical, Semiconductor, Nuclear, Water, Oil and Gas, Chemical and Academia for a wide range of instruments, reagents, consumables and services. At Gas Measurement Instruments Jonathan was a board member responsible for global Sales and Marketing and with his fellow Directors successfully raised funding from the private equity and venture capital company 3i in a management buyout. Jonathan has a degree in Chemistry.



Effective Channel Partner Manager Training Course References

• Russell Thompson, Channel Partner Manager at Agilent TechnologiesI 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!

• Lorna Whyte, Channel Partner Manager at PromoCell GmbHThis 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.

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



Effective Channel Partner Manager Training Course References• 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, EMEAII 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 DivisionI 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.



Effective Channel Partner Manager Training Course References• 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 immediately set forth to putting the lessons learned to excellent use. It had an immediate, 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 InstrumentsA 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 LtdVery 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 SystemsThis 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.



Effective Channel Partner Manager Training Course References• 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, HettichI 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.

• Siegfried Leidig, Channel Manager EIMEA bei Harvard BioscienceThe 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.


Example Effective Channel Partner Manager Training Delegates




Post Training Support

Delegate Dropbox Group•Course Notes and Overheads•Suggested background reading•Sales & Business planning models•Template distributor agreements, profile forms and questionnaires

LinkedIn Groups•Effective Channel Partner Management Training Group

– Exclusive group for past delegates of the Effective Channel Partner Manager Training course

•Life Science Distributor Manager Group– Networking group for channel partner managers of scientific related products (> 4500 members)



Summary

•The trainers understand the life sciences and analytical laboratory tools market and can use relevant examples to illustrate the points made•We have an appreciation of the differences between managing distributors of niche to commodity products, reagents to high end equipment and competitive to cutting edge products and services•We understanding that a modified approach may be necessary in different markets•Our breadth of experience means we can offer different perspectives to ensure that each delegate will be able to clearly see a path forward which will bring real value to their organisation•The overriding philosophy behind the training program is to secure a permanent positive change in the behaviour of the participants•We have excellent references from delegates who have completed the training and continue to develop



Dates & Venue

Training Dates for the Effective Channel Partner Manager Training course (3 Day Programme)1st-2nd March & 24th May 201625th-26th May & 19th July 2016

VenueThe Nucleus, Chesterford Research Park(between Cambridge and Stansted Airport)

Documents

Effective Channel Partner Management Presentation