Channel Sales Training from the Channel Institute

Name: Channel Sales Training from the Channel Institute
Rating: 4.4 (32 reviews)

Joint Business Planning: This is an actual module from the Certificate in Channel Sales by the Channel Institute.

Created byMichael Kelly

Last updated 4/2023

English

English [Auto],

What you'll learn

This is a single module of the Certificate in Channel Management course from the Channel Institute, providing best practices in joint business planning.
Learn how to create a joint business plan with your channel partners.
Understand the fundamentals of joint business planning and joint marketing with channel partners.
Create accountability structures and methods to ensure both parties deliver on the agreements.

Course content

1 section • 5 lectures • 36m total length

Welcome from Mike Kelly1:11
Explore a free trial module of the strategic channel sales certificate, endorsed by an independent advisory council of senior channel leaders, offering best practices to advance your career.
Introduction to Joint Business Planning2:09
Explore the concepts of joint business planning with channel partners, structure a joint plan, align marketing and sales planning, and establish accountability between vendor and channel partner amid changing conditions.
The Joint Business Plan14:04
Standardize the joint business plan with partner data, marketing and sales plans, KPIs, budgets, SWOT insights, and a living review schedule that aligns visions and strategies across vendors and partners.
The Partner Background3:23
Assess each partner's background by analyzing firmographics, financials, contact mapping, and relationships to tailor a joint business plan, kickoff attendees, and aligned marketing and launch plans.
Joint Marketing Strategy & Conclusion15:51
Align vision and mission with a joint marketing plan, define a clear joint value proposition, target markets, set smart goals and KPIs, and outline campaigns, tactics, and co-branding.

Requirements

Working in channel partner management for a short period.
Moving into channel partner management.
Looking to develop a career in channel partner management.

Description

This module is taken from the Certificate in Channel Sales delivered by the Channel Institute. The Certificate in Channel Sales provides channel sales professionals with a strong foundation in the core concepts, frameworks, best practices and tools for strategic channel sales with their channel partners.

This module from the Certificate in Channel Sales will teach you the fundamentals of joint business planning and joint marketing with your business partners. It will show you how to build a joint business plan that keeps both you and your channel partner accountable for delivery. It will also highlight best practices in joint business planning with to maximize channel sales.

This module includes:

Key concepts.
Creating a structure for the plan.
Understanding joint marketing and joint sales planning.
Ensuring accountability for both parties.
Introduction to the key concepts.
Joint Business Planning: Structure.
Understanding your partner: Background.
Joint Marketing Planning (JMP).
Managing and adapting the plan over time.
Accountability (for both parties).
Key takeaways.

The course will also help you understand how joint business planning:

Aligns both parties business goals.

Clarifies the alignment and reason for partnership.

Helps both parties decide resource allocation.

Helps vendor identify gaps in coverage.

Enables forward planning for both parties

Sales, marketing, finance, operations, technical.

Ensures that future plans are based on realistic expectations.

Who this course is for:

People that are reasonably new to channel sales, especially in the technology industry.