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We are your global, comprehensive source for consistent, scalable, end-to-end solutions. Miller Heiman Group brings together five powerhouse companies with long history and great reputation of unwavering commitment to customers’ success.

Together with Miller Heiman, AchieveGlobal, Channel Enablers and Impact Learning Systems, we now have unmatched capability to provide our customers with expanded solution portfolios, complementary assets and geographic coverage to allow for even broader worldwide implementations.

We believe that successful selling is based on fundamental and repeatable processes. Our solutions provide a common language and common-sense approach to sales management for organisations around the globe.



Through an unparalleled combination of counsel, processes, tools and technologies, backed by extensive research into the world's most successful selling organisations, Miller Heiman Group brings a level of perspective that companies simply cannot find anywhere else.

Everything begins with the customer. That is our belief. This means that for our strategies to be successful, they have to be based on the customer’s perspective. No exceptions.


In times of growing internationalisation in business and the resulting fast-moving changes in sales, professional development is essential if you want to keep pace and want to make the next step forward instead.

To achieve that, the MILLERHEIMANGROUP.ACADEMY offers you or your employees workshops, trainings and seminars providing you with relevant, up-to-date and practical sales knowledge on a variety of topics. Our experienced trainers are experts in their respective fields and will set you up for the challenges of market and competition and help you to update and broaden your skills.

Our tagline to empower growth signifies the goal to help sales leaders optimize their time, effort and potential to better create and manage customer relationships, while achieving business goals.

Channel Partner Management

Channel Partner Management

Channel Partner ManagementSM focuses on satisfying mutual business objectives and helps companies validate and commit to the programmes that accomplish desired objectives and optimize both parties' investment in the partnership.



Target group


Participants' Comments


Dates & booking

ContentChannel Partner Management Milton Keynes Milton Keynes -

> Mike Whittaker Miller Heiman Europe GmbH

Channel Partner ManagementSM facilitates strategy alignment for organizations that go to market through an indirect channel. Organizations will gain a process to define goals, minimize vulnerabilities, and establish commitments. This programme offers a method for prioritizing channel partners based on the potential of the partnership and for aligning objectives for enhanced performance.

Satisfying mutual business objectives requires an understanding of each party’s key area of focus and unique strengths. This programme helps organizations validate and commit to the programmes that accomplish desired objectives and optimize both parties’ investment in the partnership.

Channel Partner ManagementSM may be the right solution if your company is trying to:

  • Improve consistent commitment from your business partners.
  • Grow revenue from partners not currently meeting expectations.
  • Increase return on investment of resources allocated to a partner.
  • Gain enhanced visibility into opportunities brought forward by partners.
  • Maximize the efficiency and effectiveness of channel relationships.

Objectives and Benefits

Enable field sales to:

  • Analyze the current status of relationships to identify discrepancies and develop a shared vision with partners.
  • Align members of the selling team with their counterparts in partner organizations to improve communication and collaboration.
  • Learn to set clearly defined sales and relationship goals with measurable results.

    Enable sales management and senior leadership to:

      • Document multi-year plans to manage partner relationships, enabling information to be easily shared across account teams.
      • Develop stronger and wider relationships within partner organizations, increasing account retention and long term stability and growth.
      • Allocate limited resources more effectively.

        Target group

        Who Should Attend?

        Any member of the organization involved in distribution or channel partner management. This includes sales and sales management as well as post-sales support such as customer service, logistics, and IT. Any department that will have an ongoing relationship with your partners can help advance the customer relationship by implementing the process.


        Day 1
        09:30 - 09:50 Introduction
        09:50 - 10:30 Overview - The central question: Why the conventional approach of "Channel relationship" is not sufficient overview of the Channel Models
        10:30 - 11:00 You agree voices with their partners in the assessment - compliance with the focus? Relationship from your perspective and your Channel Partners; Channel focus Matrix
        11:00 - 11:15 Break
        11:15 - 12:00 Workshop to focus compliance: compliance of Channel Relationship
        12:00 - 12:15 Missing information: strengths and red flags
        12:15 - 13:00 Assessment of the situation: key people, trends, opportunities, strategic strengths, weaknesses
        13:00 - 14:00 Lunch
        14:00 - 15:15 Workshop to review situation
        15:15 - 16:00 Statement to Channel Partnership, determine your business, use of strengths
        16:00 - 16:15 Break
        16:15 - 17:00 Objectives of the partnership: defining strategic objectives, maximization of trends & opportunities, achievement of the objectives of your channelpartnership statements
        17:00 - 17:15 Introduction to Sales & Support Programs: Sales Funnel
        17:15 - 17:30 Tasks for the evening
        Day 2
        09:30 - 09:45 Review day 1 / Overview day 2
        09:45 - 10:15 Workshop on the sales and support programs: tactics to achieve these goals, how I can my channel partners during the sales process support Resistant
        10:15 - 11:00 ROI maximization Channel: How absichere achieving my sales goals, How do I get a commitment to sales and sales targets of my channel partners, determining the actual ROI of Channel Programs
        11:00 - 11:15 Break
        11:15 - 11:45 Continued: ROI maximization
        11:45 - 13:00 Platinum Sheet Workshop
        13:00 - 13:30 Implementation, workshop assessment, summary

        Participants' Comments

        “As a result of the programme, I have a better understanding of the positioning of our products, the channel and their staff.”



        The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

        You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

        Certification tracks have been specifically designed for individual sales roles.

        Dates and feesChannel Partner Management








        24.08.17 - 25.08.17




         Pascale Hall

        1.495,- EUR

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        Pascale Hall

        Pascale Hall is passionate about her role in supporting clients to grow profitable sales and supporting transformations of sales organizations. With her strong communication and facilitation skills she is adept at helping companies apply sales methodologies and embedding them within organization...

        16.11.17 - 17.11.17




         Christian Behn

        1.495,- EUR

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        Christian Behn

        Industriekaufmann, Studium der Wirtschafts- und Rechtswissenschaften, MBA, zertifizierter Business Coach, über 20 Jahre Erfahrung im internationalen Vertrieb (14 Jahre in Frankreich und England gelebt).

        Herr Behn war als Sales Manager, Export Manager und Key Account Manager bei AlliedSignal und...

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