How to build high-value relationships with resellers and intermediaries – and deliver consistent results through others.
12 Hours
Cohort-based
On-site/virtual
Cape Town · Johannesburg · Durban
Across 7 practical modules
Learn alongside peers from your industry
Flexible delivery across South Africa
Tailored for your role and context
Seven modules covering the full channel management lifecycle, from fundamentals through to strategic influence.
Explains how channel sales differ from direct sales, why partnerships matter strategically and how to segment partners by value and growth potential.
Helps participants create reseller-specific value propositions that teach partners something useful, reduce indecision and make collaboration more compelling.
Builds the consultative skills needed to earn trust with resellers, uncover needs, address risk and guide partners towards better customer conversations.
Shows channel account managers how to build joint action plans, identify market opportunities, co-create value propositions and secure the resources needed to execute.
Focuses on onboarding, enablement, training and co-marketing so reseller teams are equipped, motivated and able to generate demand.
Covers performance reviews, strategic relationship building, ongoing enablement and corrective action to keep partners aligned and commercially active.
Develops the ability to influence partners without formal authority by adding value, managing interactions, creating support and coaching for performance.
Most business to business growth today happens indirectly — through distributors, resellers, integrators, and strategic partners. This programme will teach you how to influence without authority, manage indirect sales complexity, and deliver consistent results through others.
Designed for professionals who manage, grow, or support indirect sales channels.
This course has been a game changer. It has helped me move conversations from proving support to growth and joint opportunities.
