This course teaches how to collaborate effectively with distributors and ensure their active assistance in serving customers. It explores strategies to gain a significant competitive advantage and become the preferred partner for distributors. Participants learn how to foster close cooperation and establish a relationship of trust and mutual support between sales personnel and distributors. The course also focuses on driving mutual growth, aligning goals, and identifying optimal business opportunities with distributors. Participants gain insights into creating a continuous upward trajectory in sales performance and providing timely support to address distributors' needs.

The course emphasizes the systematic and methodical management of distributors, moving away from relying on individual approaches. The secret lies in the HPO Sales Performance System, which provides effective strategies and solutions to help sales personnel overcome challenges in channel management and establish enduring partnerships.

Harvard Business School has designed this highly practical "Channel Customer Management" course to equip sales teams with practical and effective methods to better manage and enhance performance in dealing with channels.

In the process of value creation, enterprises rely on the assistance of channel partners to increase profitability, expand market share, and ensure customer satisfaction. Alongside performance improvement, it is essential for enterprises to establish closer collaborative relationships with partners and develop win-win solutions as a strategic consideration.

"Achieving Channel Leverage " assists sales teams in setting clear objectives and processes for managing, confirming, tracking, and supporting channel partners to achieve sales targets. The provided processes and key elements enhance the efficiency and effectiveness of channel management. By implementing feasible action plans and partner cooperation strategies, organizations can leverage the strengths of different channel partners to achieve visible results.

"Achieving Channel Leverage " provides a common management language and framework for internal teams and channels. In dealing with complex channel relationships, enterprises can effectively allocate time and resources to appropriate channel partners, ensuring maximized performance and revenue. The established cooperative strategies and action plans through the "Achieving Channel Leverage" system not only lead to performance achievements but also maintain necessary attention and focus from channel partners on the enterprise's core products and services.