This session: 25 - 29 Oct 2027
This Value Added Reseller (VAR) Definition and Channel Management Training session in Vienna (Austria) runs from Monday 25 October to Friday 29 October 2027 (week 43, Q4 2027). It is the only date in Vienna (Austria) in 2027, at a fee of £5,200, the same for each of them. Registration is open for this date. It is held in person.
| Dates | Monday 25 Oct – Friday 29 Oct 2027 |
|---|---|
| Week | 43 of 2027 |
| Duration | One week |
| Fee | £5,200 |
| Status | Open for registration |
| Format | In person |
Introduction
The Value Added Reseller (VAR) Definition and Channel Management Training is a comprehensive program designed to equip professionals with a solid understanding of the VAR definition, structure, and strategic importance in modern business ecosystems. In today’s competitive markets, effective VAR management is crucial for organizations seeking to strengthen their distribution networks, optimize partnerships, and enhance customer value through tailored solutions.
This course provides a practical framework for managing reseller relationships, developing profitable channel strategies, and implementing performance-driven systems. Participants will learn how to align partner objectives with corporate goals, improve collaboration efficiency, and ensure consistent brand representation across distribution channels.
By the end of the program, participants will gain the knowledge and tools needed to build, manage, and grow successful VAR networks that drive business expansion and long-term profitability.
Course Objectives
Upon completion of the course, participants will be able to:
- Understand the core VAR definition and its role in the value chain.
- Identify the characteristics and types of value-added resellers.
- Design and implement efficient reseller channel management strategies.
- Evaluate partner performance using structured KPIs and scorecards.
- Develop effective communication and collaboration models with resellers.
- Integrate VAR strategies into marketing, sales, and after-sales operations.
- Build long-term, mutually beneficial relationships with resellers.
Course Outlines
Day 1: Understanding the VAR Definition and Business Ecosystem
- Introduction to the concept of value-added reselling.
- Key elements of the VAR definition and its relevance in B2B and B2C environments.
- The economic and strategic value of reseller networks.
- Mapping the partner ecosystem and supply chain dynamics.
- Common challenges in VAR operations and how to address them.
- Case studies on successful global VAR models.
Day 2: Designing a VAR Strategy
- Setting strategic objectives for reseller programs.
- Defining partner selection criteria and performance expectations.
- Aligning VAR strategy with corporate marketing and sales goals.
- Understanding market segmentation and customer targeting through VARs.
- Developing channel differentiation and competitive positioning.
- Practical workshop: building a sample VAR strategy roadmap.
Day 3: Partner Relationship and Channel Management
- Building strong, trust-based relationships with resellers.
- Communication frameworks and collaborative tools.
- Managing conflicts and ensuring channel harmony.
- Incentive structures, commissions, and reward mechanisms.
- Co-branding and co-marketing strategies.
- Monitoring partner satisfaction and loyalty metrics.
Day 4: Performance Evaluation and Optimization
- Establishing KPIs for channel performance assessment.
- Conducting regular partner performance reviews.
- Identifying underperforming partners and corrective actions.
- Leveraging technology and CRM tools for VAR tracking.
- Risk management and compliance in channel operations.
- Group exercise: developing a VAR performance dashboard.
Day 5: Advanced VAR Development and Future Trends
- Integrating digital transformation into channel management.
- The impact of e-commerce and SaaS on VAR business models.
- Building scalable and adaptive VAR ecosystems.
- Exploring global best practices in channel excellence.
- Developing continuous improvement plans for VAR growth.
- Final project: designing a channel management strategy for a simulated company.
Why Attend This Course? Wins & Losses!
- Gain an in-depth understanding of the VAR definition and its strategic importance.
- Learn to design effective and scalable reseller programs.
- Develop tools to manage and evaluate reseller performance efficiently.
- Enhance negotiation and relationship management skills.
- Improve profitability and market reach through structured channel strategies.
- Understand how digital trends are reshaping VAR ecosystems.
- Build a data-driven approach to partner management.
- Receive practical insights from real-world VAR case studies.
Conclusion
The Value Added Reseller (VAR) Definition and Channel Management Training course provides a comprehensive foundation for professionals seeking to excel in partner ecosystem management. By mastering the VAR definition, learning how to structure efficient reseller programs, and applying data-driven performance techniques, participants will be able to strengthen channel relationships and drive sustainable business growth.
This program bridges theoretical frameworks with practical case applications, preparing attendees to implement strategies that enhance value creation across all layers of the distribution chain. With a clear understanding of modern VAR practices, graduates of this course will be ready to lead dynamic, profitable, and future-oriented reseller networks.
Good to know
How long is the course, and what are the daily hours?
This date lasts one week: 25 - 29 Oct 2027. A one-week course is 20 hours over 5 days: 4 hours each training day (9am – 1pm). Timing and duration can be customised to your needs.
From the FAQ: What is my daily training agenda?
Which language is the course taught in?
Courses are offered in English and Arabic. The course language is officially English; on request, it can be delivered in Arabic while keeping the English terms.
From the FAQ: In which language do you offer your training courses?
Will I receive a certificate?
Yes. At the end of the course you receive the course certificate issued by BlackBird Training, with an online QR code to verify it.
From the FAQ: Do I receive the certificate at the end of the course?
How do I book, and when do I pay?
Choose Apply now and fill in the form; we guide you through the rest. The acceptance letter is sent within 24 hours of your registration. Payment is due at least 10 days before the course starts, online by credit card or by bank transfer.
From the FAQ: How can I register for a training course in BlackBird?, When do I get my Acceptance Letter?, When do I need to pay?, How can I pay for the course?
Can I cancel or send a colleague instead?
You can send a replacement delegate if you tell us one week before the course starts. Cancellation and refund terms are set out in the cancellation policy.
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Enquire about this date
Value Added Reseller (VAR) Definition and Channel Management Training, Vienna (Austria), 25 - 29 Oct 2027