15% off all virtual courses booked before 31 July, plus an additional 15% off for members. Valid on courses delivered from now until 30 September 2022. Use code DISCOUNT15. T&Cs apply.



This course is designed to help you develop powerful partnerships to help sustain present business levels and identify opportunities for growth in challenging contexts.

New channel and alliance partnerships can quickly help your business deliver significant revenues, profitability and market share. You no longer have to rely on just direct/organic methods, you can learn how to build powerful connections to help you drive significantly more sales and profits in both domestic and international markets.

Channel and alliance patnerships can deliver multiple opportunities to enhance income streams and extend sales penetration. This course will show you how to:

• Attract the right partners and build alliances
• Effectively train and manage partners
• Motivate channel and alliance partners

Who should attend?

The programme is specifically for B2B or B2C channel, alliance, partnerships, strategy, product and sales managers. It is particularly beneficial to those who are required to make their organisation more channel and alliance focused.

Learning outcomes

  • Identify contemporary trends, opportunities and challenges 
  • Incentivising channel and alliance partnerships 
  • Manage conflicts effectively and re-invigorate partnerships
  • Recognise the benefits of adopting a sales and marketing process 
  • Effective pricing management for the channel distribution partners
  • Build joint channel and alliance sales and marketing approaches 
  • Understand different and emerging types of channels and alliances
  • Use developments in supply chain management for mutual benefit
  • Determine selection criteria for channel and alliance partners 
  • Develop and agree clear account management plans for partners
  • Partner evaluation using reporting and feedback standards
  • Agree and assess KPIs for channel and alliance partners
  • Setting ground rules for channel and alliance relationships
  • Recognise the competencies of channel/alliance-savvy organisations


Excellent overview into the subject, and very interactive learning.

Sharon Oliver, Marketing Manager Mitsubishi Electric

Course Dates

Start Date Duration Location
No Course Dates Available

Course Director

Gopal Kutwaroo

Dr Gopal Kutwaroo, former global senior industry executive at Microsoft, Dell, NCR, Siemens, Cisco, Sage and British Telecom and performed value proposition consultancy roles for over 500 businesses and developed powerful new product, sales and marketing management tactics and strategies that has created over 1,200 value propositions to date and resulted in over $1bn in revenues to date.


To speak to one of our Learning Advisors, call us on +44 (0)1628 427360 or complete the form below.

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