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Channel Success Essentials
Course target:
Vic president, manager from multiple departments
Course benefit:
Channels impact on all parts of a vendor organization; CSE helps to establish the common foundation of process and
language required to bring organizations into alignment, increase channel revenue and expand market share. The two
day session is highly interactive and is organized to:
clarify channel objectives and programs
prioritize activities and allocate resources
define vendor and partner roles and responsibilities
set realistic expectations for channel performance
improve communication about channel issues

Course principles:
Workshop exercises and topics include:

an understanding of the ‘economics’ of partnering
how partnership requirements change over time
target market selection and assessment
an understanding of the contribution partners make to the‘whole-product’ solution throughout the end-user customer buying process
how vendors and partners work together to achieve customer satisfaction and competitiveness
partner incentives, training and compensation
partner selection and recruitment
channel enablement
channel and alliance relationship management and productivity
internal alignment
Workshop Format and Media
Channel Success Essentials is normally conducted as a two day customized workshop for 10 to 20 participants. Each person receives a comprehensive workbook
containing foundation theory and a series of practical tools and workshop exercises that are applied during, and after the program.For more information please
contact LuBo Company.

Summary
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Coaching partners to results
Course target:
The leader, senior manager from multiple departments
Course benefit:
New to the Channel Enablers’ curriculum, this program offers significant competitive potential for forward-thinking vendors.
Key business benefit outcomes include: 
A more responsive and competitive channel -Partners who focus on executing the right actions, against the right priorities, at the right time. Partners who do what
they can with what they have when it needs to be done.
Vendors as trusted advisers - This approach enables Channel Managers and other partner-facing professionals to bring significant business value to partners
–without the need for 30 years of business experience. Performance coaching leads to higher degrees of trust and better business performance.
Faster partner enablement - Leading to higher profitability and willingness to invest. Partners who identify what they need to do to succeed and who have a high
degree of commitment to rapidly address enablement issues, achieve return on investment more quickly, are less dependent on vendors, and are better able to
invest and grow as the market opportunities grow.
Increased sales and profitability – Performance coaching between vendors and partners helps identify real priority issues, raise awareness and focus attention,
generate practical solutions, and maximize partner ownership and commitment to execute. It therefore should not be surprising that industry research clearly
demonstrates the huge return on investment that flows from performance coaching.
Greater partner satisfaction - Partner satisfaction naturally flows from closer working relationships and improved business results; but on top of this - people like to
be coached!
A highly differentiated approach - A chance to stand out from the vendor pack in the partner community by equipping field people to deal with real business issues
and develop practical solutions.
Course principles:
Workshop Content

Coaching Partners To Results employs current and pressing partnering situations as the basis for all role-play activities and exercises. A set of highly effective
performance coaching models are applied in role-play activities as participants develop their skills to make the most of partnership opportunities, or overcome real
world obstacles to success.
Improving pipeline and demand generation
Increasing sales results
Business planning and forecasting
Improving partner sales capability
Working together more productively
Reviewing and winning key sales opportunities
Making better use of vendor programs and resources

Workshop Format and Media
Coaching Partners to Results can be conducted over two days or extended over two and a half days, and is a highly participative program.
Role-play and table team exercises are the majority of the course and are customized to focus on real-world situations through a series of pre-course interviews
with key stakeholders
A brief pre-reading and pre-work assignment helps participants prepare and gain the most out of the workshop
Workbooks provide a lasting reference and include a set of tools that can be applied in the field Class sizes are strictly limited to ensure quality. Maximum
workshop size is eighteen participants.
For more information please contact our LuBo Company

Summary
review
Q&A
Award Certificates
Influences partership outcomes
Course target:
The leader, senior manager from multiple departments
Course benefit:

The best partners are sought after by multiple vendors, and prospective channel or alliance partners will sometimes have difficulty choosing between business
propositions put forward by competing vendors. When programs and products are perceived to be similar the Channel Manager’s level of skill and‘professionalism’
may become THE point of difference between productive, revenue-generating partnership, and no partnership at all.
This program helps to build the engagement skills and steps
necessary to:
positively differentiate vendors in the minds of their current and prospective channel and alliance partners
reduce the time and investment necessary to influence partners towards desirable business outcomes
secure the commitments necessary to generate tangible returns
build more resilient relationships at multiple organizational levels
raise partner awareness of the need to change

Course principles:
LuBo Influencing Partnership Outcomes program introduces the Partnering Influence Process to recruit new partners and motivate existing partners to make
necessary changes and investments. Topics include:
establishing credibility and creating interest with new or prospective partners
questioning skills to uncover partner priorities and reasons for investment
the communication skills essential to building trusted business relationships
developing imperatives for partnership growth
gaining commitments and dealing with partner concerns

Workshop Content

Day One
The changing role of the Channel Manager
What partners value – and what Channel Managers really ‘sell’
Changing partner behavior to change outcomes in the field
The partnering influence process
Approach and opening. Creating initial value propositions that create interest with prospective partners and new stakeholders. Building business rapport,
establishing credibility and gaining interest
Questioning to build awareness of partnership value and momentum for change. Understanding a partner’s driving influences and their perception of partnership
value
Further developing perceived partnership value through active listening and questioning techniques

Day Two
Reflective listening
Dealing with partner concerns. Uncovering the real reasons why partners don’t act and developing strategies for each type of objection
Investigation and value awareness video role play
Gaining commitments – asking for the right commitment, in the right way and at the right time
Getting It Together - personal development planning. Participants are guided to develop their own specific 90 day plan of action to apply key learning outcomes in
the field

Workshop Format and Media
People learn in different ways, so this workshop employs a variety of learning strategies.
We provide extensive notes, tools and guides for use in the field and as an ongoing reference, covering all parts of the partnering influence process
Lectures and discussions relate partner influencing principles to a participant’s own situation, partners and opportunities
Role plays are a major part of the program and provide the opportunity to practice selling skills using participants’ own products, partners and channel sales
 situations
Video analysis provides a powerful method of coaching participants

We believe in small group interactive sessions, so places are strictly limited to ensure quality. Ideal course sizes are between 10 and 15 participants. Larger groups can be catered for using additional Channel Enablers facilitators.
For more information please contact our LuBo Company.

The leader/Manager workshops
Course target:
The leader, senior manager from multiple departments
Course benefit:
The Leader/Manager series helps organizations build the ‘team of teams’ required for exceptional performance, customer service and employee satisfaction. As
teams are created and linked, goals are aligned, and lines of communication are opened throughout the organization.
Senior managers often discover the ‘gold’ they have further down in their organizations as multiple levels work together to achieve organizational outcomes.
A strong side benefit is the degree of mutual understanding and camaraderie established between table team members from across the organization. Bonds
formed under pressure stand the test of time.
Course principles:
Workshop Content

As no two vendor organizations face the exact same multichannel issues or opportunities, Leader/Manager Executive Education programs require a flexible
approach that is highly customized for each client.
Leader/Manager workshops will ideally include managers from right across an organization, and from different levels in the hierarchy, working together in diverse
table groups. The program is normally implemented as two, two day workshops, with some three to six months of practical experience in between.
Leader/Manager part one - Develops competency in the skills and processes required to build and lead an effective and aligned multi-channel team that works
well with other internal and external teams in order to achieve breakthrough results.
Leader/Manager part two – Builds upon material covered in Leader/Manager part one. It examines how benefits described below may be achieved.
Across the two workshop series topics include:
the manager’s role and responsibilities in a multi-channel eco-system
multi-channel leadership situations and needs
teamwork benefits and costs
elements of effective teamwork
establishing goals
the use of power
dealing with and communicating change
building trust
achieving synergy
team based business planning and review
conducting effective meetings
feedback (part one) on personal style
managing team commitments
personal commitments to improvement

Workshop Format and Media
Leader/Manager workshops employ several strategies to maximize learning:
A substantial pre-reading assignment and a pre-work test set the tone, establish the foundation of theory required, and acts as a lasting reference.
A variety of fast, active table team exercises utilize visual, verbal and kinesthetic learning. Case studies, role-plays, tests, debates, active team exercises,
presentations and demonstrations all contribute to an intense and enjoyable learning experience.
A set of highly useful management tools are provided for lasting use in the field. Leader/Manager workshops are designed for between 12 and 18participants.. For
more information please contact our LuBo Company

Summary
review
Q&A
Award Certificates
Trusted partnering relationships
Course target:
The leader, senior manager from multiple departments
Course benefit:
The Leader/Manager series helps organizations build the ‘team of teams’ required for exceptional performance, customer service and employee satisfaction. As
teams are created and linked, goals are aligned, and lines of communication are opened throughout the organization.
Senior managers often discover the ‘gold’ they have further down in their organizations as multiple levels work together to achieve organizational outcomes.
A strong side benefit is the degree of mutual understanding and camaraderie established between table team members from across the organization. Bonds
formed under pressure stand the test of time.
Course principles:
Workshop Content

As no two vendor organizations face the exact same multichannel issues or opportunities, Leader/Manager Executive Education programs require a flexible approach that is highly customized for each client.
Leader/Manager workshops will ideally include managers from right across an organization, and from different levels in the hierarchy, working together in diverse table groups. The program is normally implemented as two, two day workshops, with some three to six months of practical experience in between.
Leader/Manager part one - Develops competency in the skills and processes required to build and lead an effective and aligned multi-channel team that works well with other internal and external teams in order to achieve breakthrough results.
Leader/Manager part two – Builds upon material covered in Leader/Manager part one. It examines how benefits described below may be achieved.
Across the two workshop series topics include:
the manager’s role and responsibilities in a multi-channel eco-system
multi-channel leadership situations and needs
teamwork benefits and costs
elements of effective teamwork
establishing goals
the use of power
dealing with and communicating change
building trust
achieving synergy
team based business planning and review
conducting effective meetings
feedback (part one) on personal style
managing team commitments
personal commitments to improvement

Workshop Format and Media
Leader/Manager workshops employ several strategies to maximize learning:
A substantial pre-reading assignment and a pre-work test set the tone, establish the foundation of theory required, and acts as a lasting reference.
A variety of fast, active table team exercises utilize visual, verbal and kinesthetic learning. Case studies, role-plays, tests, debates, active team exercises,
presentations and demonstrations all contribute to an intense and enjoyable learning experience.
A set of highly useful management tools are provided for lasting use in the field. Leader/Manager workshops are designed for between 12 and 18participants.. For
more information please contact our LuBo Company

Summary
review
Q&A
Award Certificates
Shanghai LUBO Enterprise Management
Consulting Co., Ltd
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