As the executive for an emerging growth company responsible for the enterprise channel strategy, you need to find an effective system for training channel partners. You want to 
implement a channel management solution that leverages partner training management best practices in order to increase selling effectiveness of your partners, while greatly reducing training costs for all involved. Robust channel partner management software solutions, also known as partner relationship management (PRM) software, include training and certification modules.
PRM software centralizes and automates online training courses, webinars, and certification management. You know that the advantages of such online training solutions include:
▪ Available anywhere and anytime
▪ Low cost and easy to administer
▪ Can easily provide content in multiple languages
▪ Update content rapidly
▪ Ability to track participation and performance (testing)
If you have been following our other blog posts, you will have come to understand that every touch point and interaction that you have with your channel partners must contribute towards the all important goal of increasing the level of engagement and collaboration with your partners. Education, training, and certification are important components, but what is the best way to deliver them to the channel?
This is where a robust partner portal is critical. In its simplest terms, a partner portal is an online application that enables users to have access to resources and tools that help maintain a mutually advantageous relationship between the users. In the context of a partner relationship management (PRM) system, a robust partner portal provides not only training and certification resources, but also:
- Marketing communications support
- New partner onboarding resources
- New hire ramp-up tools
- New product introduction resources
- Sales productivity and performance tools
Industry leading PRM systems have a partner portal as the centerpiece of their solution. By implementing such a system, you will be providing your channel partners with an easy-to-use and highly collaborative tool. On the training side, the partner portal allows you to:
▪ Easily and accurately track your channel partners and their competencies by combining their sales history, performance data and certifications in a single system.
▪ Provide a comprehensive and centralized infrastructure for the administration and communication of training and certification programs.
▪ Lower testing and administrative costs (for you and your channel partners) through automation.
▪ Customize training information based on specific partner data, performance and need.
▪ Increase partner satisfaction and loyalty by providing a simplified and consistent training and assessment environment.
▪ Manage incentives directly tied to a partner’s behaviors to participate in training.
From this partner portal, you will be able to measure, track and analyze partner competencies in order to reward your channel partners for achieving certification milestones, ensuring your partners have the knowledge and skills to effectively sell your products.
Having the right partner portal, or gateway, is critical to rolling out training and certification programs to your channel partners. Look for a solution that uses a powerful online community and dynamic collaboration tools to foster open and free flowing (from you to the channel and, just as importantly, from the channel to you) communication. This sharing and collaboration is an important factor contributing to the success of your channel partner.
LogicBay’s Partner Relationship Management (PRM) Technology is rich with best practice workflows making it easier for organizations to do business with channel partner re-sellers. The result: More engagement and Mindshare. Greater Efficiency and Cost Savings. Alignment with Channel Partners. And, Performance Improvement for the Entire Sales Enterprise.
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Download this premium white paper to learn Channel Management Best Practices – Make it easy for dealers to do business with you, Heighten dealer engagement, Gain mindshare and maximize financial returns. Learn about LogicBay’s 4Core Best Practice Framework including methods for more effectively training and monitoring dealer employee certifications. |
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Link to LogicBay’s Library of Partner Relationship Management White Papers. These white papers provide best practice ideas on a Channel Readiness and Performance Improvement strategies. Topics include subjects such as: Effectively launching a LMS for the Channel, Applying Lean Principles to Channel Management, Channel Life-cycle Management, Partner Portal Technology Unification, and much more. |
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Link to LogicBay’s Library of Client Case Studies. Learn how LogicBay’s PRM Solutions and Technology have created significant performance gains for clients such as Caterpillar, HP, Daimler Trucks and Outdoor Living Brands. |
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