Partnership and Channel
Management Excellence Program
WHO SHOULD ATTEND?
This program is ideal for:
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Partner Development Managers building strategic partnerships.
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Channel Sales Managers overseeing indirect sales channels.
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Reseller Managers managing distributors and reseller relationships.
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Sales and Marketing professionals supporting channel growth.
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Revenue leaders seeking to optimize partnership performance
LEARNING OUTCOMES
By the end of this course, participants will:
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Identify, recruit, and onboard high-value partners and channel members.
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Develop and execute effective partner enablement and co-marketing programs.
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Manage and optimize reseller, distributor, and channel relationships for long-term success.
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Use data and analytics to measure partner performance and drive
decision-making. -
Negotiate mutually beneficial agreements that align with revenue goals.
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Adapt channel strategies to align with evolving market dynamics.
KEY BENEFITS
Participants will:
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Gain practical tools to build and manage a robust partner ecosystem.
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Learn to develop co-marketing campaigns that drive partner success.
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Master techniques for aligning partner objectives with organizational goals.
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Strengthen negotiation skills to secure and maintain high-value partnerships.
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Leverage metrics and tools to evaluate channel performance and ROI.
COURSE COMPLETION SCHEDULE
Self-Paced Learning:
Gain foundational knowledge on
customer success and revenue
growth strategies through
on-demand materials.
Interactive Workshops:
Engage in live sessions and practice upselling, cross-selling, and customer retention
techniques.
Role-Playing Exercises:
Apply skills in real-world
customer scenarios to build confidence and mastery.
Final Assessment
Develop and present a client account growth strategy based on a case study or real-world example.
COMPLETION OF PROGRAM
IS FINANCIAL ASSISTANCE POSSIBLE?
Upon successful completion, participants will:
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Build scalable partnership and channel strategies that align with revenue goals.
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Drive co-marketing initiatives to generate leads and expand market reach.
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Use data-driven insights to manage and optimize partner performance.
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Strengthen relationships with partners, distributors, and resellers for long-term success.
Financial assistance may be available through eligible programs.
MODULE 1
Building a High-Value Partner Ecosystem
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Participants will learn to identify, recruit, and onboard partners that align with organizational objectives. This module includes frameworks for evaluating potential partners and creating onboarding processes that set them up for success.
Learning Outcomes:
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Identify high-potential partners using qualification frameworks.
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Develop an onboarding process to ensure partner readiness.
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Align partner goals with organizational objectives
MODULE 2
Partner Enablement and Training Programs
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This module focuses on designing and implementing enablement programs to equip partners with the tools, resources, and knowledge needed to succeed. Topics include training development, certifications, and ongoing support strategies
Learning Outcomes:
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Develop training programs to enhance partner capabilities.
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Create toolkits and resources for partner enablement.
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Implement certification programs to ensure partner proficiency.
MODULE 3
Developing Co-Marketing Strategies
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Participants will learn how to design and execute co-marketing initiatives with partners to generate leads and increase sales. The module includes campaign planning, resource sharing, and
performance tracking techniques
Learning Outcomes:
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Plan and execute co-marketing campaigns with partners.
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Share resources effectively to maximize campaign impact.
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Track and evaluate the success of co-marketing efforts.
MODULE 4
Managing Reseller and Distributor Networks
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This module provides strategies for managing reseller and distributor relationships to maximize channel revenue. Topics include setting expectations, monitoring performance, and resolving conflicts effectively.
Learning Outcomes:
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Set clear expectations with resellers and distributors.
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Monitor reseller performance using metrics and analytics.
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Resolve conflicts to maintain productive channel relationships
MODULE 5
Negotiation and Agreement Structuring
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Participants will develop negotiation skills to secure favorable partnership agreements. This module covers techniques for building win-win contracts and ensuring long-term alignment.
Learning Outcomes:
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Negotiate agreements that align with mutual goals.
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Structure contracts to protect organizational interests.
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Build trust and transparency during negotiations
MODULE 6
Measuring Channel Performance and ROI
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This module focuses on leveraging data and analytics to evaluate partner performance and return on investment (ROI). Participants
will learn to create dashboards, set KPIs, and use insights to refine strategies.
Learning Outcomes:
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Set KPIs to measure channel performance and partner success.
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Build dashboards to track and analyze key metrics.
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Use performance insights to refine channel strategies.
MODULE 7
Adapting Channel Strategies to Market Changes
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Participants will explore how to adjust channel strategies in response to market dynamics. Topics include identifying trends, pivoting strategies, and maintaining competitiveness in evolving industries.
Learning Outcomes:
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Monitor market dynamics and industry trends.
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Adapt channel strategies to align with new opportunities.
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Maintain competitiveness through strategic pivots.