A tailored course, built for your situation
Final say on channel partner selection and renewal terms
A 12-module course to establish decision authority in channel sales strategy
$199 one-time
24-hour access provisioning
30-day money-back guarantee
Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
The situation this course is for
Who this is for
Channel Sales Manager at a large insurer, managing multiple distribution partners and renewal cycles, with responsibility for performance but limited formal authority over partner onboarding or contract terms.
Who this is not for
Individual contributors focused only on day-to-day partner support, or those without influence across underwriting, compliance, or commercial teams.
What you walk away with
- Clear, defensible framework for partner selection and tiering decisions
- Internal credibility to lead renewal negotiations, not just execute them
- Precedent-setting templates for partner performance reviews and escalations
- Direct input into channel strategy design, not just implementation
- Ability to anticipate and shape commercial term discussions before they reach legal
The 12 modules (with all 144 chapters)
Module 1. Mapping channel decision stakeholders
Identify who controls partner selection, renewal, and performance escalation across your organization. Learn how to align your inputs with their mandates.
12 chapters in this module
- Stakeholder inventory
- Influence mapping
- Commercial sign-off owners
- Compliance gatekeepers
- Underwriting dependencies
- Finance approval paths
- Legal engagement triggers
- Marketing alignment points
- IT system owners
- Channel ops liaisons
- Escalation owners
- Renewal decision timelines
Module 2. Building defensible partner scoring models
Create scoring systems that withstand internal scrutiny and align with strategic goals, not just volume metrics.
12 chapters in this module
- Core performance dimensions
- Growth vs. profitability balance
- Risk-adjusted scoring
- Compliance adherence weight
- Customer satisfaction input
- Cross-sell achievement
- Operational reliability
- Dispute resolution history
- Training completion rate
- Digital adoption score
- Territory alignment
- Partner tiering thresholds
Module 3. Designing partner onboarding criteria
Define clear, repeatable standards for onboarding new partners that reflect strategic fit, not just immediate capacity.
12 chapters in this module
- Strategic fit checklist
- Capacity verification
- Reputation due diligence
- Technology integration readiness
- Underwriting alignment
- Claims handling capability
- Regulatory compliance proof
- Training commitment
- Commercial term negotiation baseline
- Territory exclusivity rules
- Performance guarantee terms
- Exit clause design
Module 4. Structuring renewal negotiation playbooks
Prepare for renewal cycles with pre-built arguments, fallbacks, and escalation paths.
12 chapters in this module
- Renewal timeline mapping
- Performance summary templates
- Commercial term leverage points
- Volume commitment renegotiation
- Incentive structure options
- Penalty clause enforcement
- Conflict resolution triggers
- Escalation to leadership
- Partner exit scenarios
- Market benchmark data use
- Competitor comparison framing
- Internal alignment prep
Module 5. Creating partner performance review frameworks
Lead structured quarterly reviews that position you as the authority on channel health.
12 chapters in this module
- Review cadence design
- Scorecard presentation format
- Issue escalation protocol
- Improvement plan templates
- Stakeholder feedback collection
- Cross-functional input integration
- Public recognition tactics
- Confidential concern handling
- Benchmark comparison use
- Goal-setting alignment
- Renewal risk flagging
- Success story documentation
Module 6. Handling partner conflict and escalations
Manage disputes with process, not personality, preserve relationships while upholding standards.
12 chapters in this module
- Conflict categorization
- Initial response protocol
- Fact-gathering checklist
- Neutral mediator use
- Escalation path definition
- Resolution tracking
- Documentation standards
- Legal involvement triggers
- Public relations sensitivity
- Partner communication tone
- Internal alignment before action
- Post-resolution review
Module 7. Aligning channel strategy with underwriting goals
Bridge the gap between sales growth and risk quality by co-designing partner targets.
12 chapters in this module
- Risk appetite translation
- Product-fit scoring
- Claims ratio tracking
- Policy cancellation analysis
- Underwriting override patterns
- High-risk segment handling
- Data sharing agreements
- Joint review meetings
- Performance incentive alignment
- Risk-based tiering
- Early warning indicators
- Portfolio health dashboard
Module 8. Influencing incentive structure design
Shape how partners are rewarded, beyond volume, to drive long-term behavior.
12 chapters in this module
- Incentive objective setting
- Balanced scorecard design
- Multi-period payout structures
- Non-monetary recognition
- Team-based vs. individual rewards
- Compliance bonus triggers
- Customer retention incentives
- Digital adoption rewards
- Training completion bonuses
- Referral quality weighting
- Fraud prevention incentives
- Sustainability alignment
Module 9. Leading cross-functional channel reviews
Run meetings that position you as the central node of channel intelligence and decision-making.
12 chapters in this module
- Agenda control
- Pre-read distribution
- Decision log maintenance
- Action item tracking
- Stakeholder prep outreach
- Conflict anticipation
- Consensus-building tactics
- Leadership visibility moments
- Risk disclosure framing
- Success amplification
- Follow-up rhythm
- Meeting effectiveness feedback
Module 10. Developing channel strategy input documents
Produce artefacts that become the foundation for leadership decisions on partner mix and priorities.
12 chapters in this module
- Annual channel outlook
- Partner portfolio review
- Market gap analysis
- Competitive benchmarking
- New channel opportunity pitch
- Risk exposure summary
- Growth potential scoring
- Resource requirement estimates
- Pilot program proposals
- Exit recommendations
- Strategic alignment statement
- Execution roadmap
Module 11. Anticipating regulatory and compliance impacts
Stay ahead of changes that affect partner conduct, disclosure, and compensation.
12 chapters in this module
- Regulatory change monitoring
- Compliance impact assessment
- Partner communication templates
- Training update rollout
- Audit readiness checks
- Disclosure requirement tracking
- Commission structure compliance
- Customer complaint trends
- Fair treatment standards
- Record-keeping rules
- Third-party risk management
- Regulator engagement prep
Module 12. Consolidating decision authority over time
Turn consistent output into lasting influence, own the channel narrative across cycles.
12 chapters in this module
- Credibility compound interest
- Precedent documentation
- Internal advocacy network
- Knowledge sharing rhythm
- Leadership trust signals
- Autonomy expansion requests
- Scope creep resistance
- Resource ownership
- Recognition capture
- Influence metric tracking
- Success storytelling
- Legacy artefact creation
How this maps to your situation
- Partner renewal negotiation
- New channel design
- Underperformance intervention
- Cross-functional alignment
Before vs. after
Before
Input is solicited but not decisive; renewal terms and partner selection feel influenced by others; performance reviews reactive.
After
Decision frameworks are attributed to you; your templates become standard; leadership seeks your take before signing off.
What's included with your purchase
- 12 modules with 12 chapters each (144 chapters)
- Downloadable templates and worked examples for every module
- Hand-built implementation playbook delivered alongside course access
- 30-day money-back guarantee
Delivery and format
- Course and learning environment access provisioned within 24 hours of purchase
- Hand-built implementation playbook delivered alongside course access
Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.
Time investment: 45, 60 minutes per module, designed to be completed alongside regular work over 6, 8 weeks.
How this compares to the alternatives
Generic sales courses focus on closing deals or CRM use. This course is built for channel managers who must influence cross-functional decisions and shape strategy, not just execute it.
Frequently asked
Is this relevant for someone at my level in a large insurer?
Yes. It's designed for managers who run channel operations but want greater influence over strategy and partner terms.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Will this help me in renewal negotiations?
Yes. Modules 4 and 8 give you playbooks and incentive design tools specifically for renewal cycles.
$199 one-time. 45, 60 minutes per module, designed to be completed alongside regular work over 6, 8 weeks..
Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.
30-day money-back guarantee·
144 chapters·
Hand-built playbook included·
Account access within 24 hours