Channel Partner Management

Develop channel partner business and relationships effectively

Channel Partner Management (CPM) is a methodology designed to help channel partner managers to develop and manage a portfolio of partners to generate higher levels of sales results.

CPM provides repeatable methods and tools, and develops the skills required to effectively identify and recruit channel partners, jointly plan for partners’ growth and success, and significantly improve the level of relationship with channel partner organizations. The result of CPM is a more successful channel sales organization with higher levels of sales productivity, more efficient use of channel support resources, and more profitable business.

CPM focuses on helping sales professionals to develop higher levels of business too, though, and with a portfolio of channel partners.

The CPM Channel Management Life Cycle

Channel Partner Management

Intended Audiences

CPM is designed for any sales professional who must build and manage a portfolio of channel partners and maximize their sales results.

What is included in the Channel Partner Management program?

Designed to develop critical skills for working effectively with channel sales partners, CPM enables sales professionals to:

Multiple Delivery Modality Options

CPM can be learned through live instructor-led training (ILT) workshops, or via virtual instructor-led training (vILT) sessions. We find that a blended learning approach that incorporates a mix of delivery modalities produces the best results for skill development and method proficiency.

For ILT and vILT delivery, each SPI instructor has been certified to rigorous standards, and they each bring years of channel sales and management experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.

Workshop Topical Agenda

CPM is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led CPM workshop is a three-day, highly interactive program, using in-classroom tools and application exercises. The standard workshop includes:

Day 1

Welcome and Introduction to Channel Partner Management

Target, Recruit and Encourage Channel Partners

Day 2

Channel Partner Growth Planning and Enablement

Managing the Channel Partner Plan and Relationship

Day 3

Managing the Channel Partner Plan and Relationship (continued)

Getting Started 

Instructional Materials

The CPM workshop is designed with adult learning principles in mind. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic workbooks for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and interactive content where appropriate.

Useful Sales Tools and Job Aids

The CPM workshop includes a variety of helpful job aids and tools. As participants complete the workshop exercises, they develop proficiency by applying these tools to their channel partner portfolio. After the workshop, channel partner managers can use the tools on an ongoing basis for effective execution of partner management skills.

The job aids provided in the CPM program toolkit include:

Strategic Value

Channel Partner Management provides channel partner managers with the skills and methods they need to develop a portfolio of productive partners and increase channel sales results. The outcomes of this methodology are new growth in channel sales, higher partner productivity, and a higher level of relationship and share of sales with channel partners.

For More Information about this program Download our Data Sheet or Contact Us