Grow your business Globally through channel partners

Name: Grow your business Globally through channel partners
Rating: 4.2 (82 reviews)

A proven & best practice strategy on how to grow your business globally through channel sales partners.

Created byAhmed Tolba

Last updated 5/2024

English

What you'll learn

What is Channel sales?
Channel sales mind-set
Channel sales partner challenges & values
How to set up & manage a successful channel sales partner

Course content

7 sections • 27 lectures • 1h 21m total length

Introduction3:13
Learn a strategy to scale your business globally through channel partners. This foundation module covers recruiting and enabling partners, measuring performance, and overcoming direct-sales challenges in markets such as China.
Partnership Types2:18
Explore three partnership types: strategic technology partners and ecosystem or solution partners. Channel partners include value-added resellers and system integrators that combine content providers with platforms like learning management systems.
What is channel sales?1:57
Explore channel sales as a cost-effective approach that lets local partners reach customers in new markets, while you manage indirect sales and leverage strategic partners like Microsoft.
Market Figures2:11
Explore market figures that reveal how channel partners drive most global sales, highlight lead generation as a top pipeline challenge, and show how major firms rely on channel sales.
Quiz1

The Misconceptions4:48
Identify and avoid misconceptions about channel partnerships, customize sales pitches to partner priorities, and invest time in recruitment, enablement, and ongoing coaching to build a sustainable, demand-driven global channel.
Start with the right Culture1:34
Developing your channel strategy and partnerships is not about you. You can’t design a successful ecosystem around the needs of only one party. Instead, you need to embrace a philosophy of asking what you can do for others — for your partners and, ultimately, for the customers you both serve.
This is a philosophy that you need to adopt across your entire organization, top to bottom and across all functions.
Reference: OpenView Labs, The Complete Guide to Channel Sales & Marketing
5 steps to develop the right mindset2:40
Develop the right channel mindset by clarifying motivations, respecting partners, aligning goals for mutual customer success, educating as channel champions, and eliminating conflicts with 100 percent commitment.
Quiz2

Channel set up stages5:32
Evolution of relationship structure1:19
Explore how partner relationship structures evolve with China, moving from onboarding to enablement and into building and running, with shifting effort and revenue splits over six to twelve months.
3 main selection criteria2:17
Identify the ideal channel by evaluating three main criteria: connections and customer profile, China commitment, and channel capabilities, including pre-sales support.
Where you can find your channel?1:40
Discover multiple ways to locate your channel partners, including online campaigns, strategic partners, referrals from customers, and networking at events, and learn to mix methods to penetrate target accounts.
Recruit channel3:40
Enable channel3:35
Enable your channel by onboarding China sales and support teams and aligning on business context. Deliver sales and product training, coaching, and a partner kit with tools to build trust.
Build your GTM plan - Lead Generation4:12
Develop a go-to-market plan with your channel to generate leads through market analysis, product positioning, press release, and a clear internal communication strategy.
How to build GTM strategy?2:57
Develop a go-to-market strategy by identifying buying centers and personas, crafting value-based messaging, mapping the buyer journey, and selecting a selling model to generate demand.
Run your GTM plan - Lead Generation2:51
Execute your go to market plan by running lead generation through online and offline campaigns targeting segments, and host joint events or webinars to position your brand and manage opportunities.
Sell & Manage Opportunities7:41
Support2:22
Consolidated View2:59
Explore a consolidated view of channel sales onboarding, detailing qualifying, recruiting, enablement, and sustainable support across go-to-market plans, product offering, pricing, campaigns, events, and partner incentives.
Channel Incentives2:15
Motivate your channel with discount incentives, monetary rewards for sales reps, and free customer offers, then invest in joint marketing, events, and PR to drive faster growth.
Measure performance2:58
Measure channel performance with CRM metrics: leads generated per month, qualified leads per month, and average deal size against the target to learn and adjust actions.
Quiz5

Requirements

Basic business development & sales knowledge

Description

Are you still suffering from scaling your annual revenue in such down-turns? , Do you see a stagnant local market for your business? this course will show you a proven & best practice strategy on how to grow your business globally with min. cost & multiply your revenue through Channel sales.

By World trade Org, 75% of global opportunities will be through channel partners. So, 80% of SISCO revenue coming from partners, 95% of MSFT revenue coming from partners. in such downturns, it is the time to grow your business globally through channel sales along with direct sales.

This course we will show you a proven & best practice strategy on how to grow your business globally with min. cost & multiply your revenue through channel sales. It will describe what is channel sales, why it is important? what are the misconceptions and how can we overcome them? , what are the channel sales types? Why channel sales and why you for channel sales? , the challenges and finally, how to set-up your channel sales to grow your business.

You will learn how to be ready internally for channel sales with the right channel mindset, how to recruit, enable, GTM to generate leads, sell with your partners, incentify and manage them properly to achieve your sales target with your partners.

Let’s explore how to grow our business through channel partners.

Sources:

· OpenView Lab.

· HubSpot.

· Salesforce.

Who this course is for:

General managers
Sales managers
Business development managers
marketing managers

Grow your business Globally through channel partners

What you'll learn

Explore related topics

Course content

Introduction4 lectures • 10min

Channel sales Mindset3 lectures • 9min

Why Channel Sales?2 lectures • 5min

Channel Types & Challenges2 lectures • 8min

How to set up a new Channel?14 lectures • 46min

Company infrastructure1 lecture • 2min

Wrap up1 lecture • 1min

Requirements

Description

Who this course is for: