STDP Module 3: Effective Management of Channel Partner Performance

Key topics and learning outcomes:
o Monitoring metrics. Know what to measure when assessing the performance of your
distribution partners.
o Targets and goals. Set activity-focused, achievable goals that give you clarity on measuring,
tracking and improving your business performance.
o Managing multiple sales funnels. Learn processes and skills that help you effectively co-
ordinate multiple sales funnels.
o Conducting business reviews. Lead reviews that build strong relationships and motivate and
inspire your channel partners. 
o Dealing with underperformance. Understand recovery planning and the key elements to
consider when terminating a partner.