Dimension 1
e-competence area
Dimension 2
e-Competence: Title + generic description
D.6 Channel Management
Develops the strategy for managing third party sales outlets. Ensures optimum commercial performance of the value-added resellers (VAR) channel through the provision of a coherent business and marketing strategy. Defines the targets for volume, geographic coverage and the industry sector for VAR engagements and structures incentive programmes to achieve complimentary sales results.
Dimension 3
e-Competence proficiency levels (on e-CF levels e-1 to e-5, related to EQF levels 3 to 8
Level 3
Acts creatively to influence the establishment of a VAR network. Manages the identification and assessment of potential VAR members and sets up support procedures. VARs managed to maximise business performance.

Level 4
Exploits wide ranging skills in marketing and sales to create the organisations VAR strategy. Establishes the processes by which VARs will be managed to maximise business performance.

Dimension 4
Knowledge examples Knows/ Aware of/ Familiar with:
- K1 the competition (what and where)
- K2 the market distribution across the field
- K3 sales channel typologies (e.g. direct sales, VAR, web marketing)
- K4 incentive policies
- K5 user experience of each channel type
Skills examples Able to:
- S1 choose the best sales channel according to the product or solution being delivered
- S2 define discounts according to the competitive environment
- S3 select value added retailers based on thorough analyses, plan and make contacts
- S4 monitor and supervise channel performances in line with sales forecast and able to define corrective actions if necessary
- S5 apply web marketing methods

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