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Channel Success Essentials e-learning series- eCSE




What customers say about eCSE

  • Great refresher for seasoned Pro's, ideal for entry level Channel Executives.
  • I thought the Channel Enablers content was extremely valuable, and represents a way of describing a very difficult "go to market" strategy concept in understandable terms. It also points out in clear (and sometimes painful) ways where we as a partner channel have fallen short and have need for improvement with our partner program both internally and externally.
  • I've been a channel sales professional for a decade and Channel Enablers' eCSE is one of the best organized, concise primers on how to become effective in indirect sales I have ever encountered.  I highly recommend this to anyone desiring to foster a high-performance channel focused organization.
  • This course puts channels in the proper perspective - important, critical to get right and must be viewed from a wide perspective: product, policy, compensation (partner and organization.  Channels are not for hand grenades - close is not good enough.
  • I found the course material relevant to my own experience being in Channel Sales for over 20 years. The course gave me tools I can put into practice immediately that will improve the quality of my partner relationships.
  • Great content and valuable information to educate, evaluate, or transform a channel organization.
  • An extremely beneficial course with updated market feedback  on the best practices within channel engagement and all its elements, providing the refresh often needed, and filling in the blank spots. A Great Course!
  • Best resource for learning and competing in the world of Channel Management and how it can help you and your partners be successful.
  • The modules helped me understand what we were missing in our channel strategy and approach and provided great insight for a new beginning towards a successful execution.
  • The course was very valuable and relevant to our business and channel model. I would highly recommend this to any organization looking to enhance and elevate their game within their Channel/Partner group.
  • "The sum of the parts are greater than the whole" - the Channel Enablement course offers a detailed approach to a complex sales environment and leaves one with a sense of purpose and understanding about your role in the organization.
  • I finally understand the processes that need to take place for a productive partnership between a vendor and his/her partners to achieve a successful Channel Program within an enterprise. Thank you!
  • The most engaging, though-provoking, and immediately applicable online training course that I have ever taken.
More Information

For more information or to purchase licenses, please complete this online inquiry form and a Channel Enablers representative will contact you shortly to discuss a solution that meets your needs.



Channel Success Essentials e-learning (eCSE) is a series of eight e-learning modules which establish the essential processes, language and understanding required to build channel revenue.


eCSE is a self-paced on-line version of our popular Channel Success Essentials instructor led workshop; a foundation


program for an organization’s management and extended partnering team.



Who should complete eCSE?

‘Channels’ have become a significant part of most organizations go-to-market strategies.

Those new to channels and alliances will acquire an overall understanding of how and why partnering fits into a broader corporate strategy, and a common base of language required to work productively as part of an extended partnering team.

Experienced channel and alliance marketing and sales executives will benefit from a step-by-step strategic approach to partnering success that removes guesswork and enhances productivity and repeatability.

Key stakeholders from all other parts of the organization, such as Customer Support, Marketing, Finance and Administration, Human Resources and Education, will gain a better understanding of the keys to Channel and Alliance success, and knowledge of how to align their functional areas with Partner Program objectives.

eCSE Benefits

Channels impact on all parts of a vendor organization; eCSE helps to establish the common foundation of process and language required to bring organizations into alignment, increase channel revenue and expand market share. This eight-part interactive e-learning series is designed to:

  • clarify channel objectives and programs
  • prioritize activities and allocate resources
  • define vendor and partner roles and responsibilities
  • improve communication about channel issues
  • alert your company to mistakes that must be avoided
  • identify hidden issues that impact channel performance

eCSE will help participants answer the following key questions:

  • Where will our growth come from?
  • How can we increase market share?
  • Which customers will provide the highest return on our resources?
  • What do our customers need in order to make a buying decision for us?
  • What do we need the channel to provide to create a complete and competitive solution?
  • What’s the best channel we could use to reach these customer segments?
  • How do we know if our current channels and partners are the best and when we should look to add to or replace them? Who and what kind of partners are best for us?
  • What do we want our partners to do?
  • How can we quickly enable partners so that they will generate revenue without too much handholding from us?
  • Have we got the right skills and resources to manage the channels we need?
  • Do we manage and communicate well with our partners?
  • How can we influence our partners to focus on what we need?
  • How well does our organization “embrace” the channel?
  • How do we manage the organizational change required for partnering success?

eCSE Content

eCSE introduces Channel Enablers ChannelPRO™ methodology, a framework of industry best practice key performance areas specifically developed to establish and evaluate effective partnering programs and strategies.

There are eight modules in the eCSE series; they include:

  • Pre and post quiz assessments to measure learning progress
  • Optional discussion exercises for completion with peers outside of the course
  • Online ‘health checks’ to help participants assess their own channel programs and behaviors
  • Downloadable reference notes, tools and templates for use in the field

Module content

  • Module#1 is a broad introduction to channels – and to the eCSE series and its objectives
  • Module#2 is about target market mapping and segmentation. It’s about choosing which markets – and segments of markets offer you the greatest opportunity, how best to reach those customers, and the kinds and numbers of partners you need in each focus segment
  • Module#3 is titled “Whole Product”, this refers to the totality of products, services, attributes and partnerships that are required to completely meet end-user requirements throughout the buying process
  • Module#4 is about recruiting the right number of the right kinds of partners to generate maximum returns from the market
  • Module#5 is focused on how to enable partners as quickly and efficiently as possible so they will generate channel revenue for you and for themselves
  • Module#6 examines the partner programs you need to effectively motivate and reward desired partner behavior
  • Module#7 focuses on the keys to on-going productive engagement between vendors and partners
  • Module#8 discusses crucial elements of internal alignment of process, objectives, roles and resources required for channels success

System requirements

For Adobe Flash enabled devices:

Flash Player 10 or later, and one of the following browsers:

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


  • Google Chrome 29 or later on Windows or Mac
  • Safari 6.0.5 or later on Mac
  • Mobile Safari in Apple iOS 6.0 or later on iPad/iPhone. Note: some content may not appear as expected in mobile Safari due to its current memory limitations, and responsiveness of the content will generally be slower than desktop browsers. For best results on mobile devices, such as Apple® iPad™ we recommend using an up-to-date version of the Google® Chrome® browser.

Standards compliance

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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