Channel Management
4.6 (20 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
53 students enrolled

Channel Management

Building an Indirect Route to Market
4.6 (20 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
53 students enrolled
Created by Huba Rostonics
Last updated 8/2019
English
English [Auto]
Current price: $139.99 Original price: $199.99 Discount: 30% off
5 hours left at this price!
30-Day Money-Back Guarantee
This course includes
  • 34 mins on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Channel Management
  • Channel Sales
  • Creating a Partner Ecosystem
Requirements
  • It helps if you know about sales and how people interact.
Description

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.

Who this course is for:
  • Professional Sales people starting a Channel Sales job, or just wanting to brush-up on their concepts on Channel.
Course content
Expand all 10 lectures 34:20
+ Introduction
1 lecture 01:33

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?

Preview 01:33
+ Channel Management Fundamentals
2 lectures 07:07

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.

Preview 03:46

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.

Preview 03:21
+ Finding and Recruiting Partners
2 lectures 10:11

Learn how to determine which are the right partners for you. Where to look for them, and how to approach them.

Preview 06:34

To speed up the process of recruiting the right partners, a formal Partner Profile can make the difference. A formal Partner Profile allows you to share the concept with various stakeholders and to standardize your hiring efforts.

The Partner Profile
03:37
+ Managing your Partners
4 lectures 12:28

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.

Creating a Partner Program
04:15

Once you have recruited a partner, you will have to manage them. Learn the different steps in their lifecycle in this video.

Managing your Partners
03:17

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.

Business Planning with your Partners
02:32
Channel Marketing
02:24
+ Conclusions: the Channel Today and in the Future
1 lecture 03:01

The Channel Ecosystem continues to evolve. Learn about the new types of partner companies and how to incorporate them into your own ecosystem.

The New Channel
03:01