CERTIFICATE
IN CHANNEL MANAGEMENT

Channel Institute Channel Institute is a European independent training and certification body, dedicated to promoting and developing the channel management profession worldwide. Certificate courses are reviewed and approved by a multi-employer Industry Advisory Council, comprised of channel thought leaders at the world’s largest technology employers. The Council ensures that courses adhere to global best practices and that the certificates are treated with respect throughout the technology industries worldwide.

The Certification in “Channel Management” from our Partner – the Channel Institute, will provide you with the fundamental concepts of Distribution Channels. It will allow you for a deep understanding of the best practices to be implemented in Channel Management to achieve the effective development of your Channel Partners. It will prepare you adequately for a career in Channel Management in any industry that leverages on distribution go to market strategies.

The certification in Channel Management will provide you with a solid base about the essential concepts required to exercise the role of a Channel Manager. This course has been approved by an expert advice (“Industry Advisory Council”) this way companies have the guarantee you have the knowledge they need to successfully manage a channel team.
The certification in Channel Management will give you a deep understanding and the fundamentals, as well as the best management practices and the development of your channels (“Channel Partners”)

From the terminology commonly used in industry, learning the best practices to enable and develop “Partners”, to the recruitment and contracting of channels, you will learn the fundamental aspects you need to excel in your channel management career.

  • To get expert information about what you should do before you start channel linking (“Channel Partner Recruitment”).
  • Understand the key elements to successfully link and enable new “Partners”
  • Obtain ideas and “tips” to develop joint Business Plans.
  • Learn about the best practices in “Partner Marketing” and how to help differentiate the “Channel Partners”, to find a unique position in a crowded market.
  • Learn best practices in channel management relationships, including “tips” on how to manage the conflict between channels.

Resources:
Video lectures, white papers, Ebooks, powerpoint presentation.

Approximately 20 hours.

Upon completing / passing this course, you will obtain the certificate: “Official Certificate of Competence from The Channel Institute”

Modules

Module 1: Foundations & Terminology

Discover the fundamentals of channel management, key concepts & terminology.

Module 2: Partner Recruitment

Learn about ideal partner profiles, assessing new partner candidates and preparing to “Onboard” partners.

Module 3: Onboarding & Enablement

 

Get an introduction to the Onboarding and Enablement processes. Learn why these are critical to the success of your partner program.

Module 4: Partner Business Plans

Learn about “JMP” and joint business planning. Review best practices in holding all parties accountable for sucess. Understand the business impact of adapting plans over time.

Modules

Module 5: Channel Incentives

Understand the key concepts behind channel incentives. Review the most commonly used incentive types. Learn how to improve the effectiveness of your incentives.

Module 6: Partner Positioning

Discover the importance of helping your channel partners carve out their own niche. Discover tools to help create an effective market position.

Module 7: Partner Marketing

An introduction to the basics of channel partner marketing. Learn how to help your partners develop more effective market segmentation and targeting strategies.

Module 8: Partner Marketing

Review the key concepts of opportunity management. Master the basics of deal registration and lead management.

Modules

Module 9: Channel Data

Discover the fundamentals and best practices in channel data management. Learn the data priorities and the consequences of poor data management.

Module 10: Channel Relationships

Master the basics of relationship management and mitigating channel conflict. Learn how to build partner loyalty and strong partner relationships.

Course price

USD $ 2,250

MODULES

Module 1: Foundations & Terminology

Discover the fundamentals of channel management, key concepts & terminology.

Module 2: Partner Recruitment

Learn about ideal partner profiles, assessing new partner candidates and preparing to “Onboard” partners.

Module 3: Onboarding & Enablement

Get an introduction to the Onboarding and Enablement processes. Learn why these are critical to the success of your partner program.

Module 4: Partner Business Plans

Learn about “JMP” and joint business planning. Review best practices in holding all parties accountable for sucess. Understand the business impact of adapting plans over time.

Module 5: Channel Incentives

Understand the key concepts behind channel incentives. Review the most commonly used incentive types. Learn how to improve the effectiveness of your incentives.

Module 6: Partner Positioning

Discover the importance of helping your channel partners carve out their own niche. Discover tools to help create an effective market position.

Module 7: Partner Marketing

An introduction to the basics of channel partners develop more effective market segmentation and targeting strategies.

Module 8: Opportunity Management

Review the key concepts of opportunity management. Master the basics of deal registration and lead management.

Module 9: Channel Data

Discover the fundamentals and best practices in channel data management. Learn the data priorities and the consequences of poor data management.

Module 10: Channel Relationships

Master the basics of relationship management and mitigating channel conflict. Learn how to build partner loyalty and strong partner relationships.