Brochure - ET Channel Partner Development Masterclass

22nd - 23rd JUNE 2016
Courtyard by Marriott
Andheri, Mumbai
The Economic Times
CHANNEL PARTNER
Development Masterclass
For many organisations, growing sales in the domestic marketplace revolves around the
ability to identify, manage, and get the best possible sales performance from the channel
partners. However, the challenge that many organisations face is to identify and recruit
relevant and suitable channel partners.
The Economic Times Channel Partner Development Masterclass is designed to help
companies to develop a strong route-to-market strategy that will deliver:
• Increased levels of engagement with suitable partners in domestic markets
• Increased levels of profitable business secured through partner channels
• Increased sales turnover, increased exports and improved profitability.
This Masterclass will help companies to establish a channel partner strategy, especially for
those making early inroads into international markets. It will also give more established
companies the necessary perspective to examine the strategy and performance of
existing sales channels.
The Masterclass also considers the relationship between channel performance and other
areas of export strategy, such as market knowledge/understanding in addition to market
screening and selection, with an emphasis and the importance of focusing on domestic
& global markets.
The Economic Times
CHANNEL PARTNER
Development Masterclass 2016
The Economic Times has always envisioned and contributed to the cause of creating a progressive
organisation. We understand that with huge opportunities and latest technologies – the role of
channel partners will be crucial to reach next level of customer management. Considering this, we
are pleased to bring to you the ET Channel Partner Development Masterclass. This summit will
talk about the current international trends, innovation, challenges and the need for right strategies
required and the future of these in the region.
The objective of the Masterclass is to help participant companies to:
• Develop and implement a partner strategy to support domestic and international growth
• Develop a successful channel partnership strategy;
• Access, screen and select the most appropriate channel partners;
• Understand how best to approach potential partners;
• Negotiate and establish a positive agreement with sales channel partners;
• Develop a clear plan for the export territory, and the export channel;
• Implement proactive support plans – to educate, support, and motivate
the sales channel;
• Understand how to carry out comprehensive channel
performance review;
• Carry out the restructuring / reinvigoration of existing
channel partnerships.
PROGRAMME SCHEDULE
DAY ONE
09.00 - 09.30
Registrations & Welcome
09.30 - 09.35
Welcome Remarks, Vijayraj Amin, ET Edge
09.35 - 10.00
OPENING KEYNOTE: Evolution of Channel Partners in regular and Digital India
Arijit Basu, MD & CEO, SBI Life Insurance
Company
10.00 - 11.15
PANEL DISCUSSION: Innovation and
Disruption: The Future to Sustainable Business
Vineet Ahuja, Managing Director, Accenture Strategy
Marzin Shroff, CEO Sales & SVP Marketing,
Eureka Forbes
Nilesh Mazumdar, CEO, Ruchi Soya Group
PANEL CHAIR : Romal Shetty, Partner & COO
Advisory Services, KPMG
11.15 - 11.30
Networking Tea
11.30 - 12.00
CASE STUDY: Building from the Ground Up: Channel Management Strategy
Manohar Hotchandani, Director Business
Development, Microsoft India
12.00- 13.15
PANEL DISCUSSION: Driving Loyalty &
Customer Experience in a Digital World
Manohar Hotchandani, Director Business
Development, Microsoft India
Hitesh Sindhwani, Head Customer Service, Bajaj Alli
anz General Insurance
Kavita Nadkarni, SVP, Idea Cellular
PANEL CHAIR : Alok Kumar, CSO, Aircel
13.15 - 14.15
Networking Lunch
14.15 - 16.30
“MASTERCLASS: Developing a Targeted
Sales Approach for each Geographical
Location”
Aditya Rath, Partner, KPMG India
17.00
Close of Day One
PROGRAMME SCHEDULE
DAY TWO
10.00 - 10.30
CASE STUDY : Creating vision of Channel partner business for B2Benterprises
Bhadresh Dani, VP Drives & Automation, Bharat Bijlee
10.30 - 11.30
PANEL DISCUSSION: New Facts of the Channel Partner Industry
Gaurav Sharma, Director Sales, Kelloggs India
Bhadresh Dani, VP Drives & Automation, Bharat Bijlee
Ashsish Goupal, Head Trade & Shopper Marketing, Marico India
PANEL CHAIR : Raghu Roy, CEO, MaRSpvt
11.30 - 11.45
Networking Tea
11.45 - 12.15
CASE STUDY: Evolving Last Mile - Emerging Channel Partner & their models
Prashant Mandke, VP & Head, Anugrah Madison
12.15- 13.30
PANEL DISCUSSION: Digitizing the Channel Partner relationship between the user & the manufacturer
Deepali Naair, Advisor IAMAI & Visiting Faculty SPJIMR
Prashant Mandke, VP & Head, Anugrah Madison
Deepinder Singh Kapany, VP & Head, Retail & Distribution, Bombay Dyeing
PANEL CHAIR : Sandeep Dandekar, Executive Vice President, Netmagic Solutions
13.30 onwards Close of the Summit & Networking Lunch
WHO WILL ATTEND?
• Channel teams
• Worldwide Sales & Alliances
• Account teams
• Global Channels
• Category teams
• Channel Management
• Insight and analytics teams
• Business Development
• Channel Sales & Marketing
• Marketing Communications
• Product Management
• Distribution Channels
• Business Partner Relationships
• Distribution Marketing
• Channel Development
WHY SHOULD YOU ATTEND?
By attending The Economic Times Channel Partner Development Masterclass you will:
• Return to your business with a detailed appreciation of how the market is set to
look by 2030 and the implications of these developments
• Set the channel or customer you work with against the context of the wider
market
• Understand the role and development of each of the ‘hot’ growth
channels so you can assess your company’s approach towards each
• Learn more about the major players’ multichannel strategies and
how you can align your approach
• Take inspiration from case studies and examples and from
sharing experiences with other delegates
• Leave with a personal action plan to ensure you do some
things differently when you get back to the office.
Associate Partner
For further details, contact:
M: 918268 002 164
E: partnership@et-channelpartner.com
delegate@et-channelpartner.com