Channel manager development and training

Channel Enablers provides a comprehensive set of training programs that help vendor Channel Managers around the world grow sales revenue through channel and alliance partners.

Channel management development programs are organized in two levels that are generally completed consecutively.

Professional Programs establish the core best-practice concepts, tools and language required for success through indirect channels and develop the knowledge, skills, plans and processes required to influence and work with partners for win-win outcomes.
Advanced Programs focus on building, leading, coaching and managing highly productive partnerships.

Our workshops are under development all the time. Program durations and details will change from time to time as enhancements are added, or in response to changing market needs and development requirements.

Who requires channel development programs?

Channel Manager training programs are designed for vendor staff responsible for the management and growth of sales revenue through and with channel and alliance partners. Variously called Channel Managers, Channel Sales People, Channel Account Managers, Partner Account Managers, Alliance Managers etc., here, for the sake of simplicity, these roles will all be referred to as ‘Channel Managers’.

We understand that there are often important differences between these roles and we cater for these with a customized approach for all our customers and workshops.

A tailored approach

Each Channel Enablers’ workshop includes some tailoring to reflect the vendor’s own jargon, titles, roles, and markets. In addition, fully custom courses and curricula can be created to integrate with a vendor’s existing training programs, systems and processes.

Training that gets results in the field

People need training to do their jobs, but it’s a fact that training by itself is rarely able to produce the kind of behavior change required to change business results in the field.

Each Channel Enablers’ Channel Management development program:

includes pre-implementation research and tailoring to aid program acceptance and address specific business issues
can be further supported through competency definition, gap analysis, custom modification and curriculum design, pre-and post-course assessment, mentoring and field implementation consulting services

*Class sizes are generally limited to ensure quality. Larger group sizes may be catered for using additional Channel Enablers instructors.

Professional Programs

Channel Success Essentials - CSE is a kind of ‘customized channels boot camp’ suitable for all members of a vendor’s extended channel team. CSE establishes the core concepts, language, process and channel understanding upon which organization-wide partnering success is based.
(2 days, 10-20 participants)

Influencing Partnership Outcomes- IPO helps Channel Managers understand and influence the business imperatives that drive partner behavior and investment. Role play helps develop skills and extensive participant notes provide a lasting reference.
(2 days, 10-15 participants)

Channel Sales Financials - CSF is a three part blended learning series comprising two self-paced e-learning modules and a two-day in-house practical workshop. CSF equips vendor channel sales people to speak the ‘financial language’ of partner CEOs. When channel sales people can credibly carry on financial conversations about partner financial issues and constraints they help partners solve business problems, stimulate partner investment and build highly differentiated executive relationships built on trust and mutual respect
(2X self-paced e-learning modules plus 2 days ILT, 15–20 participants)

Effective Partner Planning – EPP guides the creation of partnership plans to focus limited resources on areas of highest business return to both parties. More than a training course, Effective Partner Planning includes a set of tools and repeatable processes for lasting use in the field.
(2 days, 15-20 participants. Also available as a blended on-line learning series)

Partnering Communication Skills - PCS - Improves communications effectiveness which means improved partnership results. Through presentation and role play, participants learn to be assertive with partners while maintaining the relationship, defuse emotionally charged situations, coach partners for increased performance and plan for more effective inter-company communication.
(2 days, 12-18 participants)

Selling Channel Value - SCV is a highly acclaimed intensive program that combines material from Channel Success Essentials and Influencing Partnership Outcomes to create a two day crash course in the core skills and processes of selling through and with channel partners.
(2 days, including one evening, 10-15 participants)

Advanced Programs

Trusted Partnering Relationships - TPR builds upon the professional programs to examine in greater depth the skills and processes Channel Managers require to build close relationships with partners and influence their thinking, investment and actions toward win-win results. Channel Managers are led to a greater understanding of their own influence style and how they can adapt to achieve greater results.
(2 days, 10-15 participants)

Coaching Partners To Results - CPR is a highly acclaimed 2-day hands-on performance coaching workshop that equips vendor partner-facing people with the performance coaching skills and knowledge they need to drive productive activity with and through partners. This highly practical workshop combines the best with the best - the best understanding of how to resolve field issues and drive opportunities, with the highest level of partner commitment to execute.
(2 days, 12-18 participants)

Leading & Managing Productive Partnerships - LMP - Leaders of high growth potential or complex partnering and alliance relationships must establish cooperative, performance-oriented, trustworthy and productive teams within and between the partnering organizations. This program builds upon earlier courses to establish the skills and processes required to achieve superior business results through partnership teams.
(2 days, 10-15 participants)

Training & Development