Our Business Acumen for Channel Sales two-day program teaches vendor channel sales teams the fundamental business skills required to engage with VAR principal executives.
Participants learn:
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How to read and interpret VAR financial statements in order to gain valuable insight into the business.
- VAR working capital requirements.
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Techniques on how to optimize a reseller's working
capital position in order to maximize their sales capabilities and
optimize cash flow.
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How to build a reseller business plan in order to financially justify an investment in a proposed vendor solution.
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How a focus on return-on-invested-capital can enhance the value of a reseller's business and lessen the pressure of discounting.
- How to assist a VAR in building an end-user business case.
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How an end-user business case can be used to justify VAR requested discounts.
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The advantages and disadvantages of asset financing alternatives.
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Frequent key benefits of this program include:
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Improved VAR mind share - by demonstrating the business value of selling your company's solutions and an a thorough understanding of a reseller's business model.
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Increased sales to VARs - by helping them make more effective use of their working capital and an ability to provide investment financial justification to an end-user.
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Better margins - an ability to demonstrate return-on-invested-capital reduces the focus on price. Furthermore an end-user business case can be used to determine the pricing level, and any discount required, required to win an end-user deal.
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This program includes:
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Pre-course reading materials. This provides course
participants with a head start when the subject matter is completely
new to them.
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Ad-hoc email and telephone support for twelve months
following course completion. This helps participants apply their newly
acquired skills in day-to-day business activities.
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A one-year license for each participant to use the ROI AdvantageTM business case development software tool.
- A one-year license for each participant to use the Business Plan AdvantageTM software tool.
Additional services available:
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