Channel Management

Name: Channel Management
Rating: 4.2 (75 reviews)

Building an Indirect Route to Market

Last updated 8/2019

English

What you'll learn

5 sections • 10 lectures • 34m total length

Introduction1:33
In this chapter, you will get familiarized with the terminology used in Channel Management. What's the Channel? Why is it called "indirect"? How is it put in place?

Types of Partners3:46
All the different types of partners that are commonly referred to in the industry, can get really confusing. In the end, what's important is to understand the differences among them, to be able to target those that can provide them most amount of value to your partnership.
In this video, we go over the different types, how do they compare, and what do they mean for you.
Advantages of Partnering3:21
It is important to remember always what are the reasons why we look for partners. In this video, you will have the opportunity to get an overview of the main advantages of going to market through partners, instead of direct.

Creating a Partner Program4:15
In order to make the most out of your partnerships, you should have a Partner Program that provides the framework for all other efforts related to channel inside the company.
Managing your Partners3:17
Once you have recruited a partner, you will have to manage them. Learn the different steps in their lifecycle in this video.
Business Planning with your Partners2:32
Invariably, there will be a handful of partners in each region of interest, that you will want to develop more. Putting together a joint business plan with these partners can make the difference between success and stagnation.
Channel Marketing2:24

Learn everything you need to know to put together, and manage a partner ecosystem for marketing, selling, and supporting your products and services.

Learn the terminology, the motivations to working with a channel, and what are the industry best practices.

Understand what is the role of the Partner Profile in your recruiting process and what are the different stages in the lifecycle of partners.

Finally learn how to structure a Partner Program and to manage strategic partners.

Professional Sales people starting a Channel Sales job, or just wanting to brush-up on their concepts on Channel.