CHAPS Channel Account Planning System is an account planning methodology designed for companies selling products and services through a network of distribution and reseller partners.
It is aimed at sales people and account managers who wish to develop strategic development plans with channel partners.
The Redline Channel Account Planning System (CHAPS) comprises a practical and common sense approach to building a partner-specific sales strategy, and then executing against the resulting action plan.
The Channel Account Planning System incorporates a range of account planning and development tools, such as Account & People Maps, Value Proposition Development, Stakeholder Profiling tools, Opportunity Analysis and Co-Selling Action Plans. The planning process creates practical, action-led account plans, organises account knowledge into a formal structure and reveals new selling opportunities.
What we cover:
- Setting account objectives
- Developing a partner sales strategy
- Using the CHAPS Account Plan Template
- Developing Account Map analysis tools
- Understanding business drivers & winning mind-share
- Profiling Stakeholders and Decision Makers
- Developing a Co-Selling Plan
- Value Proposition development
- Incentive and Penalty management
- Enablement and People Training Plans
- Performance Management Planning
- Joint Marketing Planning
- Sharing and reviewing the Account Plan
The CHAPS workshop establishes a flexible method for the whole sales team to create account development strategies and to share a common language during team planning.
CHAPS is a 2 day workshop, during which each delegate uses one of their active client accounts as the subject of their first channel account plan.
