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Achieving Channel Leverage e-learning series - eACL

The Achieving Channel Leverage e-learning series (eACL) is a self-paced on-line version of our popular Achieving Channel Leverage instructor led workshop. In eACL, client facing vendor sales people learn why their organizations engage through indirect channels, how to leverage partner resources to increase sales success and how indirect channels benefit their end-user customers and build competitive advantage.

Client facing vendor sales people, who want to build productive ecosystem teams around themselves to greatly increase their market coverage and sales revenue, must do so through influence instead of direct authority or threat. Partners have their own businesses to run and will do what they do for their own reasons.

Influencing partners towards win/win results requires:

  • understanding a partner’s business; how they make money and what drives their investment and focus
  • a relationship founded upon alignment of goals, mutual understanding and trust

e-learning series content and learning objectives

There are two modules in the eACL series. Each module takes about an hour to complete and both modules include pre and post tests to measure learning, optional discussion exercises for completion with peers outside of the course and downloadable reference notes, tools and templates for use in the field.

Module#1 content

The first module looks at the question “why partner” – and takes just over an hour to complete. Upon completion participants will be able to describe why their organization goes to market through indirect channels and how partnering can help them be more successful in their roles.

Module#1 content includes:

  • Different channel engagement models common in the high-tech industry
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    How channels differ from direct sales
  • Examining some personal implications of a new way of working that can lead to greater success
  • How vendors, end-user customers and vendor sales people benefit from partnering
  • The economic rationale for indirect sales channels
  • How the right choice of go-to-market channels varies as markets mature
  • The role of channel partners in the sales process and in the customer's buying process
  • A simple two step approach to territory planning – to help vendor sales people identify which parts of their territories offer the best possible returns for them and decide the best way to cover the market opportunity

Module#2 content

The second module is titled “How to partner productively” and takes just under an hour to complete. Upon completion participants will be better able to influence partners towards win/win results and to focus partners on selling vendor products.

Module#2 content includes:

  • How to identify the behavioral change and investment vendors want from partners
  • Criteria by which partners choose vendors in which to invest in and focus
  • Key influences on partner investment and behavior including how partners make money and partner CEO business drivers
  • How to create effective ‘rules of engagement’ and build a productive working relationship
  • Increasing partner preference and mindshare by identifying ways you can help your partner increase their business value

eACL e-learning series benefits

Greater alignment between vendor and partner sales means:

  • greatly increased sales ‘reach’ for vendors, at little extra cost
  • reduction of risk for partners – knowing they won’t have to ‘compete’ with a vendor’s direct sales force
  • customer satisfaction – customers prefer to work with partners who work together seamlessly to deliver a complete solution
  • competitive advantage – partners prefer vendors who reduce or eliminate channel conflict. A smooth efficient channel delivers greater value to end-user customers

System requirements

For best results participants need a broadband internet connection. PC’s must be equipped with Flash Player 6.0.79 or later ( (Flash Player 7 or later recommended), and one of the following browsers:

  • Windows: Internet Explorer 6, Internet Explorer 7, Firefox 1.x and later, Safari 3, Google Chrome, Opera 9.5
  • Macintosh: Firefox 1.x and later, Safari 3
  • Linux: Firefox 1.x

The e-learning package contains both audio and video content, so student PC’s must also be equipped with a sound card and suitable speakers or headphones.

Learning Management System (LMS) integration

Channel Enablers e-learning courses conform to SCORM 1.2, SCORM 2004, or AICC standards which mean they can be imported into standards compliant learning management systems enabling reporting on student completion and performance.


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