DURATION

2-Day ILT Workshop; Four 4-hour VILT Workshops

FOR WHO

Sales Professionals, Account Managers

FORMAT

VILT, Instructor-led, Digital, Blended Learning

Development Process

Develop Channel Partners Business and Relationships Effectively

For organizations that use indirect channels sales partners for all or part of their revenues, Channel Partner Managers (CPMs) play an essential part of those companies’ success. Unfortunately, in working with our clients, we find that the role of the CPM is often defined too vaguely. Without clear guidance, a CPM will spend too much of their time simply reacting to partner requests, instead of working proactively to develop and maximize channel partner sales results.

Channel Partner Management Training Program Brochure

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At-A-Glance

3M+

Individuals Trained

130

Global Certified Facilitators

3,500

Virtual Sessions Completed in Past 6 Months

4.7

Average Facilitator Score out of 5

Channel Partner Management Training Program

Channel Partner Management (CPM) is a methodology designed to help channel partner managers to develop and manage a portfolio of partners to generate higher levels of sales results. The program provides repeatable methods and tools, and develops the skills required to effectively identify and recruit channel partners, jointly plan for partners’ growth and success, and significantly improve the level of relationship with channel partner organizations.

The result of Channel Partner Management is a more successful channel sales organization with higher levels of sales productivity, more efficient use of channel support resources, and more profitable business.

Channel Partner Management Training Program Business Benefits

Upon completing the Consultative Selling skills training program, your sales team will experience the following business benefits:

  • Sell more business to, with and through channel partners.
  • Increase mindshare of channel partners for selling company solutions.
  • Higher partner productivity.
  • Increased profitability.

Key Areas Of Content:

Channel Partner Managers can improve revenues from integrators, distributors, resellers, dealers and other sales channels, by identifying, recruiting and onboarding the right partners. The Channel Partner Management methodology provides methods and tools to help Channel Partner Managers evaluate potential partner candidates, and to determine where to focus to ensure a smooth and effective onboarding process, enabling partners to become productive rapidly.

Partners use a variety of go-to-market methods – selling to, through or with solution providers, or some hybrid thereof – requiring different types of joint planning and program development. The Channel Partner Management methodology includes planning tools and templates, which can be tuned for different types of partnership programs, to ensure clear identification of goals and expectations, rules of engagement and joint activities for achieving desired results.

To grow channel sales results, Channel Partner Managers must interact with partners in ways that create mutual value and raise the level of relationship over time. However, they must do this through influence, rather than through direct authority – this creates unique challenges. The Channel Partner Management program includes refined methods and techniques for preparing and executing partner coaching and development dialogues, and for managing performance of joint partnership plans, in ways that provide value to both the solution provider and the partner.