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    Tony Muir, a consultant with MTI, gave a presentation on channel management to 20 business people and entrepreneurs. He drew on his 15+ years of experience working for IBM in sales, marketing, and consulting. Muir explained why organizations need channels and what a basic channel program should consist of, including complete target market segmentation, value propositions for both companies, roles and responsibilities, and rules for contentious situations. He emphasized that channel managers require strong leadership, sales management, and business negotiation skills beyond product knowledge. The presentation helped participants better understand channel management strategies and implementing a successful program.

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    Tony Muir, a consultant with MTI, gave a presentation on channel management to 20 business people and entrepreneurs. He drew on his 15+ years of experience working for IBM in sales, marketing, and consulting. Muir explained why organizations need channels and what a basic channel program should consist of, including complete target market segmentation, value propositions for both companies, roles and responsibilities, and rules for contentious situations. He emphasized that channel managers require strong leadership, sales management, and business negotiation skills beyond product knowledge. The presentation helped participants better understand channel management strategies and implementing a successful program.

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    IBB Singapore PDF

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    MTI Consultancy for Personnel and Organizational Development
    Tony Muir, a consultant with MTI, gave a presentation on channel management to 20 business people and entrepreneurs. He drew on his 15+ years of experience working for IBM in sales, marketing, and consulting. Muir explained why organizations need channels and what a basic channel program should consist of, including complete target market segmentation, value propositions for both companies, roles and responsibilities, and rules for contentious situations. He emphasized that channel managers require strong leadership, sales management, and business negotiation skills beyond product knowledge. The presentation helped participants better understand channel management strategies and implementing a successful program.

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    of 1

    MTI Newsletter

    Current projects of
    MACHWÜRTH TEAM INTERNATIONAL
    Organisational and Personnel Development

    INTERNATIONAL BUSINESS BREAKFAST – 4TH DECEMBER 2009


    Channel Management

    A lot of companies are facing challenges in managing their channels. MTI consultant Tony Muir shares
    his expertise with you.

    The International Business ƒ complete target market seg- ness and negotiation skills as
    Breakfast… mentation well as selling skills. The leader-
    ƒ the value to both your com- ship and sales management
    …on the topic of “Channel Man- skills are the key to a successful
    pany and the channel partner
    agement” had attracted an audi- Channel Manager hence the
    ence of about 20 engaged busi- ƒ the roles and responsibilities lack of such should be over-
    ness people and entrepreneurs ƒ rules of engagement for all come by specific trainings ca-
    from various industries. Our MTI potential contentious situa- tered to the needs of the indi-
    consultant Tony Muir shared his tions viduals.
    experience in Channel Man-
    agement acquired in more than ƒ Business Plan for ongoing
    15 years of training and consul- use We’d like to thank the partici-
    tancy and working for IBM for ƒ the profile of a potential suc- pants for their active participa-
    almost 30 years in different posi- cessful channel partner tion and Tony Muir for his en-
    tions such as Sales, Communi- gagement. We are looking for-
    cation and Advertising, Market- ƒ canvas and select partners ward to the next Business
    ing and also as a Managing ƒ conduct regular communica- Breakfast in spring 2010 and
    Partner for IBM Consulting. tion hope to see as many interested
    people as this time.
    ƒ review Business Plans regu-
    The aim of the Business Break- larly
    fast was to provide the partici- MTI
    pants with a better understand-
    ing about Channel Management
    in terms of positioning Channels
    within the organization, the skill
    set of a Channel Manager and
    the implementation of a suc-
    cessful channel strategy.

    Why do we need channels? This


    was the first topic Tony focused
    on and he showed when and
    how a channel strategy is useful
    for an organization. Dealing with
    channels can be rather daunting Additionally, Tony empha-
    because of the challenges and sized…
    issues a manager faces. As a
    channel is an independent third
    party which doesn’t report di- …that the skill set of a Channel
    rectly to the channel manager, Manager is much broader com-
    the manager has to come up pared to the Sales Manager. An
    with a strategy and tools to con- employee managing channels
    trol the partner. A basic channel needs strong leadership and
    program should consist of: sales management skills in addi-
    tion to product knowledge, busi-

    MACHWÜRTH TEAM INTERNATIONAL • Dohrmanns Horst 19 • D-27374 Visselhövede


    Phone: +49 (0) 42 62 / 93 12 - 0 • Fax: +49 (0) 42 62 / 38 12
    Email: info@mwteam.com • Internet: www.mticonsultancy.com

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