On-site workshop: Building Successful Partner Channels

The Challenges

Most software companies, building or already having a channel of resellers, face the same challenges. Recruiting additional resellers is difficult; onboarding them is inefficient; they only grow slowly or not at all; a genuine commitment is hard to get; and channel conflicts become an issue long before achieving market saturation.

Objective and Outcome

The workshop will review the challenges of building and managing the reseller channel according to your situation, ambitions, and potential.

At the end of the workshop, we will have developed and documented an action plan with items aimed at fixing the issues.

Book the workshop here

Your Workshop Facilitator

Hans Peter Bech

I have facilitated channel optimisation workshops in the B2B software industry using various formats for over ten years. The current customised format offers the client the most value.


The workshop is timeboxed to two days with two three-hour modules per day.


The agenda is client-specific. You will brief me on your situation, challenges, and objectives through one or more web meetings. I will draft the agenda based on your input and my independent research.

Workshop Prerequisites

The workshop assumes experience with general business financial concepts such as revenue generation, cost of goods sold, operational expenses and return on investment considerations. Reading my book Building Successful Partner Channels before the workshop will be advantageous.

Number of Participants

There is no limit on the number of participants. However, more than ten attendees are not recommended.


The client provides the workshop facilities, including food, beverages and an appropriate room with a projector and whiteboards.

Workshop fee

Denmark:                            EUR 8.750
Europe:                               EUR 9.500
Rest of the world:               Please ask.

Fees are net before taxes.

What others have said about my workshops

“We did a two-day workshop with our channel development team here in Brno. Thanks to Hans Peter’s software industry domain experience and expertise, the introductory phase of the workshops was fast, and we could devote the time to discussing our specific opportunities and challenges.”

Juraj Sabatka

“I participated in the “Building Successful Partner Channels” workshop facilitated by Hans Peter Bech in Istanbul. I enjoyed the workshop very much. I will highly recommend Hans Peter’s workshops to other software executives.”

Özlem Turhan

“We needed to take a good look at our channel partner approach and reached out to Hans Peter. During the workshop at our headquarters in Berlin, we did a solid review of our business partners model and identified several opportunities for improvement.”

Dominik Duchon