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 three levels that are generally completed consecutively.
- Foundation Programs establish a fundamental set of concepts, tools and language and are a prerequisite for all subsequent programs.
- Advanced Programs further develop knowledge, skills, plans and processes required to influence and work with partners for win-win outcomes.
- Professional Programs focus on building, leading and managing highly productive partnership teams in major partnering relationships.
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 customized approach
Each Channel Enablers’ workshop includes some customization 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 customization to aid program acceptance and address specific business issues
- can be further supported through competency definition, gap analysis, custom curriculum design, pre-and post course assessment, mentoring and field implementation consulting services
There are many paths through this curriculum and Channel Management courses* may be further customized by mixing and matching modules from different workshops to produce new, highly focused programs that address specific business needs.
*Class sizes are generally limited to ensure quality. Larger group sizes may be catered for using additional Channel Enablers instructors.
Foundation 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 lays the foundation of 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)
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)
How Partners Make Money - HPM is an in-house workshop looks at how reseller partners make their money and investment decisions, and how to influence a partner to allocate a disproportionate share of their resources and attention in your direction. A public version of this program is also available in some countries.
(2 days, 15–20 participants)
Advanced Programs
Trusted Partnering Relationships
- TPR builds
upon foundation 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)
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)
Coaching Partners To Results - CPR is a 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)
Selling
Strategic Partnering Initiatives – SPI is a structured
process for qualifying and influencing major partner investment decisions.
Its applications include strategic or competitive partner recruitment, vendor
focus re-balancing, new market development, bundled solution creation – and
many more.
(1.5
days, 10-20 participants, requires pre-work and post workshop follow-up)
Professional Programs
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 teams.
(2 days, 10-15 participants)