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Description

Distribution Networks: Selecting Partners, Driving Engagement and Performance

Two days to raise the performance of resellers you do not manage hierarchically

  • 2 days — 14 h
  • In-person or virtual
  • All levels
  • Up to 6 participants

A distributor is not an employee. They carry other brands, allocate effort according to their own priorities and report to no one. Network managers hold few direct levers and often see wide gaps in performance between partners.

These 14 hours of training focus on steering and energising a network of resellers or distribution partners. Participants learn to select and segment their distributors, to build an engagement plan and to conduct performance reviews. Handling difficult situations and network exits is also covered.

Learning objectives

  • Define selection and segmentation criteria for distributors
  • Build an engagement plan differentiated by network segment
  • Conduct a performance review with an independent partner
  • Track network activity using shared indicators
  • Address underperformance or conflict with a distributor

What makes this programme different

A network segmentation carried out on participants' own partner portfolios
An annual engagement plan built segment by segment
A structured approach to network exits, a topic often left without method

Programme

1Network structure and partner selection

Choosing who carries the offer

  • Indirect distribution models and their implications for the supplier
  • Selection criteria for a new partner
  • Segmenting the existing network by potential
  • Territory coverage and the risk of internal competition

2Engagement and action planning

Making partners want to sell your offer

  • Building the annual engagement plan
  • Incentive levers and commercial support activities
  • Training and skills development for partner teams
  • Remote engagement and the rhythm of contact

3Performance management

Steering without hierarchical authority

  • Indicators for monitoring a partner and the data available
  • Setting objectives the distributor accepts
  • Preparing and conducting the business review
  • Comparing partners and making use of performance gaps

4Difficult situations

Realign, renegotiate or exit

  • Addressing sustained underperformance
  • Territory conflicts and sales outside the agreed scope
  • Renegotiating partnership terms
  • Preparing a network exit and transferring customers

Who is it for

Network managers · channel managers · export managers and sales professionals responsible for resellers or distribution partners.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.