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Managing internal and external interfaces (e.g. with other channel groups and functional departments, relationships with channel partners and manufacturers of complimentary products).

Ability to manage power

Using power cautiously

Negotiation skills

Team building skills

Leadership skills

Communication skills

Conflict management and avoidance skills

Cross-functional working skills

Managing the Technology channel portfolio/ strategic mix

Awareness of the inter-relationship between channel decision making and business strategy

Awareness of the strategic significance of channel decision making (i.e. cross-functional impact and long-term implications of channel decisions)

Awareness of implications of individual channel decisions for the strategic channel mix

Ability to balance the channel mix in order to achieve overall channel goals

Ability to manage channel risk (e.g. investing in a portfolio of channel options)

Ability to forecast channel development paths

Maintaining fit between product, market and channel

Monitoring channel trends and developments

Monitoring end user satisfaction, changes to service expectations, channel usage patterns and motivations

Monitoring environmental developments (e.g. regulatory changes)

Monitoring competitors channel strategies

Encouraging information flow and market feedback up through the channel

Maintaining contact with and learning directly from end-users

Evaluating existing channels

Appraising the quality of the supplier-channel relationship and not simply channel sales performance

Monitoring performance of the channel in relation to end-user satisfaction / desired service levels

Analyzing distribution costs

Taking on new channels and managing channel transition

Ability to manage/avoid internal conflict (i.e. between channel groups)

Ability to manage/avoid external conflict (e.g. between existing indirect channels and new channels

Defining and communicating the respective roles and functions of each channel

Integrating channel activities and function

Developing channels, gaining their support and commitment

Determining Technology channel management support requirements

Marketing to the channel as well as marketing through the channel

Developing effective motivation and support packages for the channel (including financial incentives)

Developing an atmosphere of partnership

Treating channels as "strategic-resources"

Successfully dissolving channel relationships

Awareness of legal implications and remedies

Damage limitation skills

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CHANNEL MANAGEMENT - SKILLS AND COMPETENCIES

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