Partner Development
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Partner Development
Partner training typically has the goal of preparing the Partner with
sufficient information to obtain certification. Partner Development, on
the other hand, is an on-going commitment to develop the Partner’s
overall business, to drive
Certification training remains a cornerstone of Partner Development.
Channel Navigator can assist your company to develop one or more of
the components of certification training including:
Partner training typically has the goal of preparing the Partner with
sufficient information to obtain certification. Partner Development, on
the other hand, is an on-going commitment to develop the Partner’s
overall business, to drive
 | Increased Partner loyalty | |
| Higher levels of Partner profitability | |
| Partner satisfaction |
Certification training remains a cornerstone of Partner Development.
Channel Navigator can assist your company to develop one or more of
the components of certification training including:
| Learning Maps guide Partners and individuals through the | |
| curriculum necessary to complete certifications. Well constructed Learning Maps offer guidance by specialization, technology and role and are detailed with specific courses for each level of certification. | ||
| eLearning can be either self paced (web-based or computer | |
| based) or interactive, leader-lead one to many or a combination of both. | ||
| Virtual Labs provide hands-on training environment held at | |
| scheduled times to ensure availability with scripted training mapped to certification course ware. |
| Assessment. | |
| Pre-assessments help guide participants through course ware. Post- assessments (web-based or proctored) determines an individual's qualification for career certification. |
ROI for Investment
critical information for the
Partner to know up front
but most often overlooked
when developing certification training. Partners want to know what the
courses will cost, what the exams will cost, and how many hours their
sales and SEs will spend in taking the courses and exams.
Partner Development
To move beyond certification training into Partner Development, there
are a number of additional components that can be added.
Channel Navigator will work closely with your company to evaluate your
current certification and training program and help determine which
Partner Development components are right for your company.
courses will cost, what the exams will cost, and how many hours their
sales and SEs will spend in taking the courses and exams.
- In addition, break even guidance should be
provided to show the Partner how much revenue
and gross margin will be necessary to recoup
their training investment (this exercise is also an
excellent planning tool when developing
certification training to ensure what you plan is in
line with what is reasonable to expect from
your partners).
Partner Development
To move beyond certification training into Partner Development, there
are a number of additional components that can be added.
Channel Navigator will work closely with your company to evaluate your
current certification and training program and help determine which
Partner Development components are right for your company.
| Fast Track Incentives provide monetary incentives to | |
| individuals or Partners to complete specific training within a prescribed period of time. | ||
| Blended Learning combines the best of all types of learning | |
| environments and is especially effective for a technical audience and emerging technologies. |
| Mentoring pairs experienced SEs and AMs with | |
| Partners SEs and AMs for 1 on 1 knowledge transfer | ||
| Role Based Selling teaches sales people to skills | |
| necessary to sell to different people within an organization: CEO, CFO, CMO, CIO, IT Manager, etc. |
- Virtual Labs
- Practice Labs
- Test Labs
- Remote Classes
- Learning Maps
- Technology
- Specialization
- Role
- Assessments
- Pre-
- Post
- Proctored
| PARTNER TRAINING |
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- eLearning
- Self Paced
- Interactive
|
|
Services
Experience
| Channel Lifecycle | |
| Management | ||
| Marketing on Demand | |
| Know Your Channel |
 | Partner Intelligence | |
| Scorecard | ||
| Partner Penetration | |
| Scorecard |
| Partner Development |
| Certification Training | |
| Training Incentives |
| Partner Portals | |
| Network of Experts |
Experience
| Distribution | |
| Market Research | |
| Routes to Market | |
| Technologies |
| IP Video & Telephony | |
| Networking & Security | |
| Printers | |
| Software | |
| Storage & Peripherals |
| Vertical Markets |
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