vEPP guides the creation of partnership plans to focus limited resources on areas of highest business return to both parties. More than a training course, vEPP includes a set of tools and repeatable processes for lasting use in the field.

 ‘vEPP’ is a distance learning version of Channel Enablers' popular Effective Partner Planning instructor led workshop. vEPP blends a series of e-learning modules and on-line instructor led workshops to create a step-by-step approach to productive partner plans. By understanding a partner’s key growth strategies and linking these to your strengths, programs and goals, participants create joint revenue growth objectives built on mutual market opportunities and the partnership’s combined value proposition.

Who should complete vEPP?

The Effective Partner Planning virtual workshop series is designed for high tech channel professionals interested in focusing their limited resources on initiatives with the best return on investment.

It is designed to be completed by high-tech vendor employees who are responsible for a partner account relationship and its business success.

eCSE Blended Learning Format

vEPP is comprised of a series of on-line workshops, assignments and e-learning sessions completed over a two to four week period (variable). E-learning modules vary in duration between fifteen and thirty minutes.

Virtual instructor led workshop components are completed using a ‘virtual meeting room’ accessed through the internet, as well as an audio teleconference attended via the telephone. On average, workshop modules are two to two and a half hours in length allowing them to be scheduled around daily tasks.

Practical assignments are set between stages in which participants gather needed data or complete planning stages.

vEPP contains a set of tools and templates that can be tailored to fit the needs of our clients. Client webinar presentations on channel strategy and programs can be integrated to form part of the planning process. More extensive integration with existing tools, training and processes can also be achieved through pre-course consulting. A comprehensive workbook guides participants through each stage of the workshop and the planning process.

Class sizes are strictly limited to ensure quality and maximize interactivity in an on-line environment. Maximum class size is fifteen participants.

vEPP Benefits

Upon completion of the series, participants will be better equipped to engage with partners to improve sales productivity and company profitability by:

• Understanding the partner’s growth strategy, expertise and capability
• Evaluating the partner’s organizational structure and understanding how they make business decisions
• Identifying the partnership’s optimum areas of focus and defining joint revenue growth objectives
• Articulating the partnership’s competitive advantage to end-user customers
• Organizing the partnership to run smoothly and efficiently
• Defining rules of engagement that strengthen partnership relationships
• Increasing the channel manager’s ability to be a “trusted business advisor” through mutual understanding of business priorities

vEPP Content

vEPP’s standard implementation schedule is designed to balance the following three competing priorities:

• The need to complete partner plans and training as quickly as possible
• The need to minimize large blocks of time spent on training or in workshops and allow time for participants to respond to urgent tasks
• Providing opportunities to seek input from the partner which improves plan quality and creates greater partner involvement and ownership

Beginning with a pre-work e-learning module that is normally completed two to three weeks before the workshops begin, vEPP is usually implemented over a two-week period – with some e-learning or online workshop on five mornings – leaving the afternoon free to complete ‘homework’ assignments and keep up to date with normal tasks.

Step	Format	Content
Module 0	E-learning	Pre-work session
Module 1	Online workshop	Introduction session
Module 2	E-learning	Stakeholder identification and environmental analysis
Module 3	Online workshop	Environmental Analysis
Module 4	E-learning	Aligning goals and objectives
Module 5	Online workshop	Objectives and action plans
Module 6	Online workshop	Resource planning and partnership governance
Module 7	E-learning	Rules of engagement
Module 8	Online workshop	Complete and present plans

 

In exercises and discussion guides participants consider:

• The partners fit, capability and potential
• The partnerships combined revenue growth opportunities
• How your combined solution brings value to end-user customers
• Partnership governance and metrics to keep the plan on track
• The planning process and keys to plan commitment

Other key topics include:

• Evaluating a partner’s business strategy, capabilities and resources
• Identifying joint partnership revenue growth objectives and the partnerships combined benefit / advantage
• Specifying key non revenue objectives – closing gaps in fit, enablement and relationship
• The 90-day plan/review cycle
• Tactical action plans for each objective
• Identifying and securing required resources to implement the plan
• Partnership governance, organization and rules of engagement
• Gaining partner involvement and commitment

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

Blended content contains telephone audio, PC audio and browser based video content, so students must be equipped appropriately. Channel Enablers standard on-line meeting environment is Microsoft Live Meeting.

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.

For more information please contact your local Channel Enablers office.