Building Successful Channel Training: The Ultimate Guide

It’s no secret that technology can be very complex. That is why there is an abundance of training opportunities whenever a new software platform is released. However, training is no easy task – hence why partner networks exist.

Many tech companies turn to outside training companies to conduct training on their behalf. Partner networks can address a variety of different needs from marketing to sales all the way up to training – these networks essentially operate as a system of outsourced business functions. So, when a tech company releases new software, that partner training business swoops in and is authorized to sell and conduct training in place of the tech company.

Training partner companies help to solve a major pain point in the tech industry and allow major companies to utilize certified training entities. Businesses that don’t have the capacity or devoted personnel to adequately address a variety of business needs are prime candidates to create partner networks.

Building Partners You Can Trust

When it comes to partner networks one of the biggest questions involves partner knowledge. Can a partner really sell, train or market like we can? These concerns are valid, as it is hard to entrust another business with these crucial business functions. However, this is where training comes in. When a parent business builds strong and effective channel training materials, it can be comforted by knowing its partners have learned the ins and outs of the company’s sales processes, product functions, value propositions and other fundamental company operations.

Crafting your channel training is invaluable to that effect. You want to be sure the partner that represents you has a considerable pool of knowledge to work from and develop upon. As such, we have created a list of best practices for creating optimal channel training:

1. Ensure Understanding of Value Propositions:

   Training programs should devote a sizeable amount of time to establishing a total understanding of your company’s products. According to InfoPro Learning, ample knowledge of the product is the single most important instrument for closing sales and inspiring customer trust. Make sure you put a significant emphasis on the whole picture of your products in channel training.

2. Demand Certification:

   Certification is essential for partners and it should be demanded in order to upkeep partner program status, explained TechTarget. Now more than ever there is an emphasis on high-level certifications for partners in order to ensure optimal knowledge before a partnership is created. Make sure certification training is a major part of your overall channel training strategy.When approaching the training of network partners keep these best practices in mind

3. Engage Your Partners:

   Sometimes training can be mundane for your audience and is not always greeted with open arms. Make sure your materials deliver and are engaging to your partners. Whether this means offering your training information via appealing digital slide decks or simply creating eye-catching printed materials – Mimeo’s got you covered.

4. Maintain Open Lines of Communication:

   Training doesn’t stop after the slide deck is finished or the final page of the manual is turned. In order to ensure optimal service from your partners, you need to maintain constant communication. Products change, sales approaches transform: keep your partners always in the loop and make sure they know you are available for questions at any time.

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