Overview of Channel Enablers\' training courses and consulting services

1. © 2010 Copyright, Channel Enablers International
Our Clients Include:
Channel Enablers is a global channel training and
channel consulting company with expertise in multi-
channel routes to market.
We assist technology vendors to transform their
channel teams into a source of significant
competitive advantage
Channel Enablers
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2. © 2010 Copyright, Channel Enablers International
Channel Enablers
• Channel Enablers was founded in 1999 and is a recognized global authority on the
development of channels competencies inside high tech Vendors
• Channel Enablers has completed more than 1,700 successful customer projects across
more than 60 countries
• We have assisted more than 180 different high tech clients. The majority of work comes
from repeat customers who are all able to be referenced
• We have trained more than 50,000 Vendor Partnering Professionals on proven ways to
improve their results. We recently launched a line of eLearning and vILT courses
• We are located in North America (Chicago, San Diego, Miami and SeaSle), EMEA
(France, Germany, Turkey, UK) and APJ (Australia, China, India, Japan, Korea, Singapore)
• Channel Enablers can improve your channel sales producZvity and company
profitability by helping you:
– Develop your people and processes to build and manage successful partnerships
– Choose the best channels to reach your customers
– Enable partnerships to fast track results
– Structure your sales organizaZon to operate more effecZvely
– Drive improved channel sales results
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3. © 2010 Copyright, Channel Enablers International
Team structure,
roles ,
competencies &
measurement
Competency gap
assessments
Customised
curriculum
crea9on
Tes9ng and
assessment
Coaching, review
& planning
Channel Enablers Curriculum Approach to Skills
Development Training
• Provides an Channel employee Life‐cycle
development from new hires all the way
through to advanced channel
management development programs
• Is backed up with a full set of
competency consulZng services
• Has a range of delivery opZons using the
latest technology
• Supports mulZple languages
• Pre and post tesZng is available at all
stages
• Have dedicated IP development team
constantly adding new programs
• Covers a broad range of the channel
community
– ExecuZves
– Channel Leadership
– Channel Sales
– Channel MarkeZng
– Field or Direct Sales
– Inside Sales
– Channel Partners
Tradi9onal
Classroom
Virtual (online)
Classroom
E‐Learning Blended Format TTT (under
licence)
TRAINING
DELIVERY
CHOICES
COMPETENCY
CONSULTING
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4. © 2010 Copyright, Channel Enablers International
Channel Enablers Competency Approach to Skills Development of
the Channel Sales Role
Channel Core Fundamentals
• Ability to execute on the strategy
to iden9fy, recruit, enable, manage
and transi9on channel partners in
their territory
Business Acumen
• Understand the business model
and investment criteria of Channel
Partners and use this to influence
their investment and behavior
Influencing Skills
• Ar9culate the key issues &
business priori9es that affect
partners stakeholders and have
the influencing skills to manage
partners to change and invest as
required
Channel Enablers have iden/fied six core key skill areas as being the key to high performance in the
channel sales role. We have built our curriculum to deliver the necessary learning and skills
development outcomes to build theses high performance channel sales teams for our clients.
Channel Planning
• Manage the channel partner
rela9onship, engagement and
achievement of joint objec9ves
through the partner plan process
‘Virtual’ Sales Team
Management
• Manage partners through cri9cal
stages in the sales process and the
partner planning and management
process
Performance Coaching
• Coach and develop partners to
iden9fy and resolve their own
barriers to success and to become
independently able to generate
indirect sales revenue
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5. © 2010 Copyright, Channel Enablers International
Channel Enablers Training Curriculum for Vendor Channel Sales and
Managers Role
Courses are available as standard content, client adapted or fully customized.
The customiza/on can focus on geography and cultural needs, specific partner types, end user focus
(e.g. consumer, SMB, enterprise) or Partner Account Manager roles e.g. Alliances, Services
Partners, Global system Integrators, Local System Integrators, OEM’s, VAR’s, small retail, large
retail, resellers, value distributor, volume distributor etc
.
PROFESSIONAL PROGRAMS
Channel Success
Essen9als
Influencing Partnership
Outcomes
Channel Sales
Financials
Selling Channel Value
• Composite
Effec9ve Partner
Planning
ADVANCED
PROGRAMS
Trusted Partner
Rela9onships
Coaching Partners to
Results
Leading and Managing
Produc9ve Partnerships
Mentoring Programs
Partner Communica9on
Skills
MANAGEMENT
PROGRAMS
Coaching Channel
Professionals
Leading and Managing
Channel Teams
elearning and
ILT
ILT
elearning, vILT
and ILT
Management
ILT
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6. © 2010 Copyright, Channel Enablers International
Channel Enablers Training Curriculum for the Territory/
Direct Sales Role
Courses are available as standard content, client adapted or fully customized.
PROFESSIONAL PROGRAMS
Channel Success
Essen9als
Channel Leverage
Sales Territory Planning
ADVANCED
PROGRAMS
Coaching Partners to
Results
Mentoring Programs
Effec9ve Partner
Planning
MANAGEMENT
PROGRAMS
Coaching Sales
Professionals
Leading and Managing
Sales Teams
Selling Personal and
Business Value
elearning and
ILT
ILT
Elearning, vILT
and ILT
Management
ILT
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7. © 2010 Copyright, Channel Enablers International
Channel Partner Lifecycle™
Everyone needs a Channel Methodology
• The CPL brings together all relevant programs, processes, and tools of a customers channel
operaZons into a single seamless resource that ensures channel managers are equipped to
drive maximum results from channel partners;
• The CPL(see below) provides an underlying framework in the same way opportunity and
account planning provides an underlying framework to a direct selling sales model
• Direct sales has recognized the need for a sales methodology; Channel sales also needs one
for partner lifecycle management
COVERAGE
Identification
of target
customer
segments and
the channel
coverage,
capacity, and
competency
SCREEN&RECRUIT
Selecting and
engaging with
the right
partners with
the right
focus, skills
and capacity
to sell and
deliver
competitive
solutions
ON-BOARD&ENABLE
Continuous
learning and
enablement
programs for
new and
existing
partners.
Technical,
sales,
marketing,
operational
and fast-track
on-boarding PROGRAMMANAGE
Management
of the many
Partner
programs and
planning
linked back to
enablement,
performance &
relationship
gaps
TRANSITION
The annual
review of all
channel
partners
including
management
of those that
don't meet
minimum
performance
criteria
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8. © 2010 Copyright, Channel Enablers International
Channel Enablers Founda9on Methodology
• The ChannelPRO™ methodology
is proven to deliver sustainable
and scalability channel success.
• ChannelPRO™ is a holisZc
approach to company wide
channel strategy and execuZon.
• It provides the blue print for an
end to end approach to create,
drive and manage channels as a
profitable and effecZve route to
market
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9. © 2010 Copyright, Channel Enablers International
Channel Enablers ConsulZng Services
Company Alignment
Execu9ve alignment
workshops
Channel opera9onal
audits
Channel organiza9onal
reviews
Channel strategy
development
Strategic planning
workshop facilita9on
Market Mapping
Customer segmenta9on
and channel white space
iden9fica9on
Channel Coverage Maps
“Go to market” planning
Route to market
iden9fica9on
End user value proposi9on
crea9on
Whole Product
Whole product review and
crea9on
Crea9on of channel roles
and responsibili9es
Win /Loss analysis of
channel led deals
Partner Selec9on
Iden9fica9on of high
performing partner
a`ributes
Partner recruitment
process
Channel capacity and
competency planning
Partnering Value
Proposi9on crea9on
Channel Enablement
Crea9on of channel
partner enablement
processes
Fast track on‐boarding
checklist and process
Channel partner training
review
Channel partner
conference facilita9on
and keynotes
Partner Programs
Channel partner program
crea9on
Compe99ve
benchmarking of
programs
Selec9on and
implementa9on of PRM
applica9ons
Channel partner round
tables
Sales Produc9vity
Channel partner planning
process
Facilita9on of channel
partner planning sessions
Channel partner
sa9sfac9on surveys
Crea9on of channel rules
of engagement
Channel revenue
op9miza9on
Channel Enablers offers its clients a range of consul/ng services aligned with our
ChannelPRO™ methodology; these include the following:
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10. © 2010 Copyright, Channel Enablers International
How our clients benefit from working with us
Examples include:
• Pugng the right organizaZonal
structure in place to achieve the right
balance of resources between direct
and channel sales
• Driving partner loyalty to improve
aSach rates and revenue growth
• Building a more competent channel
sales force and improving criZcal skills
among partner‐facing personnel
• Capturing a larger share of partner
investments
Increased
channel
revenue
Improved
channel
produc9vity
Expanded
market share
Improved
profitability
Our clients benefit from:
• Achieving the right balance between company economics and channel
alternaZves
• EffecZvely churning partnerships, so that unproducZve relaZonships
are terminated and new high potenZal partnerships are formed
• Fast tracking new partner enablement and revenue readiness
• Speeding up product releases through the channel
• Building internal consensus around a channel oriented go‐to‐market
strategy
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11. © 2010 Copyright, Channel Enablers International
Tes9monials
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“These Channel Effectiveness classes continue to get better and better and are significantly enhancing
my Channel Sales Management Skills – even though I’ve been doing Channel Sales for 14 years.
Keep up the good work – you guys are the best!” - Channel Sales Manager, SAP