Channel Coordination (partner management)
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Channel Coordination (partner management)

how to qualify partners, how to recruit and make joint plans, how to implement partner plans
New
0.0 (0 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
2 students enrolled
Created by Tayfun Türkalp
Last updated 8/2017
English
Current price: $10 Original price: $30 Discount: 67% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 40 mins on-demand video
  • 4 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Assignments
  • Certificate of Completion
What Will I Learn?
  • Channel Coordination training will teach you, how to manage your distribution channel, and dealer channel, or some companies call them solution partners.
  • You will learn to understand what drives our partners.
  • You will learn how to select right partners
  • Qualify target partners
  • Recruit partners and make join plans
  • Implement sales plans
View Curriculum
Requirements
  • you should be account represantative or channel manager so that this course will help you
Description

Channel Coordination training will teach you, how to manage your distribution channel, and dealer channel, or some companies call them solution partners.

Every Channel Manager and channel account manager must be the architects of the channel. You should define what type of resellers you want to deal with and how you want to position these resellers. You should decide which end users will work with your own direct sales force and which one with the channel.

Who is the target audience?
  • Channel managers, channel coordinators, partner managers and candidates
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Curriculum For This Course
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Understanding partners
1 Lecture 04:50

The point to remember is that, if you understand resellers, you can help them. If you address real concerns, you will gradually  gain loyalty and increase your share of resources. This video will help you to better understand your partners.

Preview 04:50

Let's find out partner's concerns

Partners concerns
1 question
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Reseller types
1 Lecture 07:24

You can see our chart: despite the number of resellers we mentioned, all these can be grouped into two broader categories: 1 Volume Resellers      2 Value Resellers

Preview 07:24

Pls.fill form for each reseller canditae
Checklist
3 questions
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Targeting the resellers
1 Lecture 12:11
You will define your channel goals, map your market and target accounts
12:11
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Qualifying prospective partners
1 Lecture 04:17

İn this video we will explain about qualifying your prospective partners.

In the last section we spoke briefly about mapping your territory and choosing the right partners in the right areas.

How do you know if a partner represents a good fit with your strategy?

Preview 04:17
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Reseller recruitment
1 Lecture 08:09

In this video we will explain reseller recruitment stage.

Traditionally, we have described the recruitment process in the same way as a direct selling cycle.

Reseller Recruitment Process
08:09
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Sales Implementation
1 Lecture 03:26

An account manager has the opportunity to become more than just a sales rep: to become a strategic business partner in our relationship ….. Potentially even a person on our board of directors……an indispensable player involves not only on the products and the account issues on a day to day basis, but also the strategic planning

Sales implemantation process
03:26
About the Instructor
Tayfun Türkalp
4.0 Average rating
66 Reviews
1,566 Students
5 Courses
Management Consultant

In 1979 he graduated from ODTU Business Administration. From 1984 until 1994, he worked as Marketing and Sales Director in NCR IT systems. He lead the NCR Dealer channel. Tayfun Türkalp, who develops business with 50 channel entrepreneurs and enlarged them as a solution partner and service partner, formed the Alcatel GSM channel in 1997 and established the enterprise channel structure for the special communication systems in addition to this niche market which was established in a short time. It has been the number one in the digital powerhouse market for two consecutive years, winning the LAMEA region championship at the same time, working directly with the sales team in line with lead development and solution partner structure. With the market shrinking and the transition to Alcatel's multi-channel strategy, Alcatel e-Commerce was established and Tayfun Türkalp, become General Manager, than he tarnsferred as General Manager of Borusan Bilişim. With the fact that Borusan Bilişim was also an Alcatel Distributor, Pbx Systems has created a new channel structure for sales. Polycom Video Conferencing Systems, Audiocodes Gateways, as well as Pargem, which is the system integrator. In 2005, Tayfun Türkalp founded Iletikom as  Management Consultant and Educator  He is active in various non-governmental organizations