Channel Success Essentials e-learning (eCSE) is a series of eight e-learning modules that establish the foundation of language, process and channel understanding upon which organization-wide partnering success is based.

eCSE is a self-paced on-line version of our popular Channel Success Essentials instructor led workshop; a foundation program for an organization’s management and extended partnering team.

Who should complete eCSE?

‘Channels’ have become a significant part of most organizations go-to-market strategies.

Those new to channels and alliances will acquire an overall understanding of how and why partnering fits into a broader corporate strategy, and a common base of language required to work productively as part of an extended partnering team.

Experienced channel and alliance marketing and sales executives will benefit from a step-by-step strategic approach to partnering success that removes guesswork andenhances productivity and repeatability.

Key stakeholders from all other parts of the organization, such as Customer Support, Marketing, Finance and Administration, Human Resources and Education, will gain a better understanding of the keys to Channel and Alliance success, and knowledge of how to align their functional areas with Partner Program objectives.

eCSE Benefits

Channels impact on all parts of a vendor organization; eCSE helps to establish the common foundation of process and language required to bring organizations into alignment, increase channel revenue and expand market share. This eight-part interactive e-learning series is designed to:

• clarify channel objectives and programs
• prioritize activities and allocate resources
• define vendor and partner roles and responsibilities
• improve communication about channel issues
• alert your company to mistakes that must be avoided
• How to order

  
  eCSE is licensed on a per-user basis. Pricing starts at US$750 per user for the nine-module series and significant volume discounts apply for multiple users.

  Individual students can buy online using Visa or Mastercard#.

  Multiple licenses may be purchased by completing this online enquiry form and a Channel Enablers representative will contact you shortly.
  identify hidden issues that impact channel performance

eCSE will help participants answer the following key questions:

• Where will our growth come from?
• How can we increase market share?
• Which customers will provide the highest return on our resources?
• What do our customers need in order to make a buying decision for us?
• What do we need the channel to provide to create a complete and competitive solution?
• What’s the best channel we could use to reach these customer segments?
• How do we know if our current channels and partners are the best and when we should look to add to or replace them? Who and what kind of partners are best for us?
• What do we want our partners to do?
• How can we quickly enable partners so that they will generate revenue without too much handholding from us?
• Have we got the right skills and resources to manage the channels we need?
• Do we manage and communicate well with our partners?
• How can we influence our partners to focus on what we need?
• How well does our organization “embrace” the channel?
• How do we manage the organizational change required for partnering success?

eCSE Content

eCSE introduces Channel Enablers ChannelPRO™ methodology, a framework of industry best practice key performance areas specifically developed to establish and evaluate effective partnering programs and strategies.

There are eight modules in the eCSE series; they include:

• Pre and post quiz assessments to measure learning progress
• Optional discussion exercises for completion with peers outside of the course
• Online ‘health checks’ to help participants assess their own channel programs and behaviors
• Downloadable reference notes, tools and templates for use in the field

Module content

• Module#1 is a broad introduction to channels – and to the eCSE series and its objectives
• Module#2 is about target market mapping and segmentation. It’s about choosing which markets – and segments of markets offer you the greatest opportunity, how best to reach those customers, and the kinds and numbers of partners you need in each focus segment
• Module#3 is titled “Whole Product”, this refers to the totality of products, services, attributes and partnerships that are required to completely meet end-user requirements throughout the buying process
• Module#4 is about recruiting the right number of the right kinds of partners to generate maximum returns from the market
• Module#5 is focused on how to enable partners as quickly and efficiently as possible so they will generate channel revenue for you and for themselves
• Module#6 examines the partner programs you need to effectively motivate and reward desired partner behavior
• Module#7 focuses on the keys to on-going productive engagement between high-tech vendors and partners
• Module#8 discusses crucial elements of internal alignment of process, objectives, roles and resources required for high-tech channels success

System requirements

For best results participants need a broadband internet connection. PC’s must be equipped with Flash Player 6.0.79 or later (http://www.adobe.com/go/getflash) (Flash Player 7 or later recommended), and one of the following browsers:

• Windows: Internet Explorer 6, Internet Explorer 7, Firefox 1.x and later, Safari 3, Google Chrome, Opera 9.5
• Macintosh: Firefox 1.x and later, Safari 3
• Linux: Firefox 1.x

The e-learning package contains both audio and video content, so student PC’s must also be equipped with a sound card and suitable speakers or headphones.

Standards compliance

Channel Enablers e-learning courses conform to SCORM 1.2, SCORM 2004, or AICC standards which mean they can be imported into standards compliant learning management systems enabling reporting on student completion and performance.

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