CERTIFICATE
IN CHANNEL SALES

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 Certificate in “Channel Sales” is the primary channel sales training course. It will provide you with a strong foundation in the core concepts, frameworks, best practices and tools for strategic channel sales with your channel partners. This Certificate will also instill confidence in both current and future employers that you have the channel sales knowledge they need to drive successful performance through a portfolio of channel partners

 

The certification in Channel Sale will provide you a solid base about the essential concepts required to drive successful performance through a portfolio of partners. This certification will provide you a deep understanding of the essential foundations of the channels sale strategies, the importance of helping your channel partners shape their own niche, how to motivate and compensate them in a different way.

  • To learn both the basics and creative ways to motivate your channel partners, depending on their specific business model.
  • To understand best practices in joint solution selling.
  • To discover ways to help partners extend your products to enhance value to customers.
  • To develop partner business reviews that create a roadmap to high performance.
  • To learn best practices in everything from joint prospecting and managing conflict.

Content:
Video lectures, Ebooks, powerpoint presentation, video case studies. 

Approximately 20 hours.

Once you complete/approve this course, you will obtain the certificate: “Official Certificate of Competence from The Channel Institute” – Certified Channel Sales Professional

Modules

Module 1: Foundations

An introduction to standard terminology & standard practices in strategic channel sales.

Module 2: Motivating Partners

How do different partner business models impact on how best to motivate them? What different incentive and compensation plans might you use? What non-financial incentives?

Module 3: Joint Value Proposition

How can you create a joint value proposition that customers find compelling? What tools can you use to create a best practice joint value proposition?

Module 4: Joint Business Planning 

How can you create a best practice businness plan with your partner? Where does Joint Marketing Planning fit in? How can both parties be held accountable for results?

Modules

Module 5: Joint Solution Selling

What does a joint solution selling process look like? How can you help partners differentiate themselves by extending your solution’s functionality and fit?

Module 6: Joint Prospecting

What are the different tactics you can use for joint prospecting? What is working for your competitors? How can you help partners with the digital challenge?

Module 7: Partner Pipeline Qualification

Tips and tools for realistically qualifying partners’pipeline. Best practices in joint opportunity management, lead management and deal registration.

Module 8: Partner Positioning

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

Modules

Module 9: Evaluating Partner Performance

What are best practices in evaluating the previous periods performance and planning for the next? How can you help the partner build new capabilities?

Module 10: Relationships & Conflict

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

Course price

USD $ 2,250

MODULES

Module 1: Foundations

An introduction to standard terminology & standard practices in strategic channel sales.

Module 2: Motivating Partners

How do different partner business models impact on how best to motivate them? What different incentive and compensation plans might you use? What non-financial incentives?

Module 3: Joint Value Proposition

How can you create a joint value proposition that customers find compelling? What tools can you use to create a best practice joint value proposition?

Module 4: Joint Business Planning

How can you create a best practice businness plan with your partner? Where does Joint Marketing Planning fit in? How can both parties be held accountable for results?

Module 5: Joint Solution Selling

What does a joint solution selling process look like? How can you help partners differentiate themselves by extending your solution’s functionality and fit?

Module 6: Joint Prospecting

What are the different tactics you can use for joint prospecting? What is working for your competitors? How can you help partners with the digital challenge?

Module 7: Partner Pipeline Qualification

Tips and tools for realistically qualifying partners’pipeline. Best practices in joint opportunity management, lead management and deal registration.

Module 8: 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 9: Evaluating Partner Performance

What are best practices in evaluating the previous periods performance and planning for the next? How can you help the partner build new capabilities?

Module 10: Relationships & Conflict

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