Search, Hire, Onboard, Execute, Scale.

What you will learn

Market Research Skills: How to find your best new partner

Hiring and Negotiation Skills: How to convince the right partner to join your channel

Onboarding Techniques: How to get most and fast from your new partners

Execution Strategies: Drive performance, growth and motivation in your new partners

Scaling Knowledge: How to scale your channel, but not to damage established business

Practical Tools and Techniques: examples from real experience in several countries


Are you looking to optimize your channel development strategies? Do you want to acquire the skills needed to search, hire, onboard, execute, and scale effective partnerships? Then this course, based on the proven SHOES framework, is perfect for you.

Our “Channel Development Mastery: Implementing the SHOES Framework” course provides a comprehensive overview of all aspects of channel development. It’s designed for business development professionals, sales executives, channel managers, and anyone else interested in building strong, sustainable partnerships.

In this course, you will:

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  • Gain a thorough understanding of the SHOES (Search, Hire, Onboard, Execute, Scale) framework and its application in business development.
  • Learn how to conduct effective market research to identify potential channel partners and market opportunities.
  • Acquire hiring and negotiation skills that lead to mutually beneficial agreements.
  • Understand how to efficiently onboard new channel partners and provide them with the necessary training and resources.
  • Learn how to drive performance through the execution of successful channel strategies and management techniques.
  • Understand how to scale your channel program, identifying growth opportunities and developing strategic plans.
  • Develop the ability to troubleshoot common issues in channel development, including conflict resolution and performance management.
  • Stay ahead of the curve by understanding future trends in channel development and how to integrate technology into your strategy.

The course combines theoretical learning with practical examples and case studies. It also offers interactive sessions where you can ask questions and share experiences. By the end of the course, you will be equipped with the knowledge, skills, and tools necessary to effectively manage and grow channel partnerships for your business. Whether you’re a novice or a seasoned professional, this course will provide valuable insights to enhance your channel development strategy.

You can get more details about SHOES Framework from my book “Channel Development Mastery: Implementing the SHOES Framework: Search, Hire, Onboard, Execute, Scale”. Available on Amazon.



Channel Development Mastery: Implementing the SHOES Framework

Introduction to SHOES Framework
Search (S) – Identifying Potential Partnerships and Markets
Hire (H) – Engaging and Contracting Channels
Onboard (O) – First steps to success
Execute (E) – Driving Performance to deliver stable results
Scale (S) – Growing by adding value to existing channel
Conclusion: Channel Development and Business Success examples


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