On-Line Training – Channel 101 Content – deltachannels.com

Channel Management 101
Course Content

Module 1

Module 2

Module 3

Module 4

Module 5

Understanding Partner business AND Partner Territory Management

What is a Partner – customer or Partner?
Why do we need Partners?
Different Channel and Partner types, business models and thier drivers
Partner Manager roles and objectives – order taker or business developer?
How to analyse your Partner territoryand Partner Addressable Market Opportunity
Partner coverage models, partner market growth and white space
How to plan and manage your Partner territory effectively

Partner Growth Assessment

Why Partner revenue results are not an indicator of growth
The difference between strategic and tactical Partners
How to indentify the Partners with the highest growth potential
How to assess where to focus your budget and time
Comparing Partners of different types, size and markets
Using assessments as benchmark for recruitment

Partner Recruitment

Why do you need more Partners?
Where do you need them and how many across your territory?
What is your ideal Partner profile for recruitment?
Why most Partner Value Propositions fail
How to build and test a killer Partner Value Proposition
What are the main elements of a recruitment campaign
How to plan a recuitment campaign
What are the best sources of profiling Partner prospects
Sources of help for recruitment

Partner Enablement

What is enablement and how it impacts Partner sales results
Accreditation or enablement, what is the difference?
How much should we charge for enablement??
Typical sales, marketing and technical enablement streams
Assessing skills before enablement
Providing Partners with flexible on demand enablement
Why personal learning journeys are key

Partner Business Planning

Why Partner business planning is not form filling
Difference between strategic and tactcial Partner plans
Market Opportunity Analysis
Margins, commissions, ARR, TLV, Cost of Sale – the building blocks
Creating revenue and cash flow plans
Partner Sales and Marketing Camapign plans
Partner Resource plans
Annual reviews and new Partner onboarding plans

All training modules supported with access to the Delta Partner Manager suite of apps

From world leading IT companies to start ups Delta Channel Services has 25 years experience aligning and optimizing channels in over 40 countries.

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