Managing Channel Conflict.

Is Channel Conflict inevitable? Is it necessarily bad? How can you best manage it?

According to Wikipedia, "Channel conflict occurs when manufacturers (brands) bypass their channel partners, such as distributors, retailers and dealers by selling their products directly to consumers through general marketing methods and/or over the Internet."

This definition of course only relates to direct channel conflict. There are many types of channel conflict, and more are emerging all the time.

In the technology industries, the rise in different types of cloud partners and emerging business models has led to an increase in channel conflict. Some consequences of this can be good, driving a vendor's revenue higher. Other consequences can negatively affect customers, the brand and profitability. How can you best manage the conflict that occurs in your channel?

Module 10 of the Certificate in Channel Management covers the topic of best practices in managing channel relationships, including how best to mitigate and manage channel conflict. Sub-topics within this module include:

• What are the disruptive forces driving channel conflict?
• What are the different types of channel conflict?
• What are effective strategies for managing channel conflict?
• What are the different stages of channel conflict?
• Are there structural indicators of a potential increase in channel conflict?
• What are the keys to mitigating and managing channel conflict?
• How to manage channel conflict?
• What might a conflict resolution strategy look like?

The Channel Institute is the only training body in the world that provides business training specifically for the channel profession through a syllabus validated by a vendor-independent Industry Advisory Council. Our Industry Advisory Council is comprised of the most senior leadership in the channel profession at many of the world's largest employers. These channel thought leaders ensure that our channel training content matches channel partner program best practices worldwide.

On successful completion of the exam, graduates hold the title of Certified Channel Manager with the Channel Institute. The course and exam are 100% online and typically takes around 20 hours to complete.

To review the full 10 modules of the certificate courses, take a free trial or purchase the full course please visit our certificate courses: Click Here for Courses.

Click here for a FREE TRIAL in the Certificate in Channel Management.

As a starting point, please feel free to download our complimentary Ebook "Strategic Positioning for Technology Resellers". This Ebook will provide further insights into managing channel conflict by helping parters to correctly position themselves in the marketplace.  

Please enter your details to immediately access a free copy of this Ebook

The Certificate in Channel Management training course is structured as 10 separate topics as follows:  

Module 1: Foundations & Terminology Discover the fundamentals of channel management, channel conflict, key concepts & terminology.  

Module 2: Partner Recruitment  

Learn about ideal partner profiles, assessing new partner candidates and preparing to "Onboard" partners.  

Module 3: Onboarding & Enablement Get an introduction to the Onboarding and Enablement processes. Learn why these aspects of channel management training are critical to the success of your partner program.  

Module 4: Partner Business Plans Learn how "JMP" and joint business planning assist with avoiding and managing channel conflict. Review best practices in holding all parties accountable for success and developing strategies for managing channel conflict. Understand the business impact of adapting plans over time.  

Module 5: Channel Incentives Understand the key concepts behind channel incentives. Review the most commonly used incentive types. Learn how to improve the effectiveness of your incentives.  

Module 6: Partner Positioning This training module helps you to discover the importance of helping your channel partners carve out their own niche. Discover tools to help create an effective market position.  

Module 7: Partner Marketing An introduction to the basics of channel partner marketing. Learn how to help your partners develop more effective market segmentation and targeting strategies.  

Module 8: Opportunity Management Review the key concepts of opportunity management. Master the basics of deal registration and lead management.  

Module 9: Channel Data Discover the fundamentals and best practices in channel data management. Learn the data priorities and the consequences of poor data management.  

Module 10: Channel Relationships Master the basics of relationship management and managing channel conflict. Learn how to build partner loyalty and strong partner relationships.