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Channel Sales Strategy: Channel Partner Training and Certification
by Ermine Jacobi on Sep 28, 2010
Successful channel partnership and channel sales strategy rely on more than recruiting the right partners or resellers. What perhaps is more important is what comes next and that is training and certification. In developing or strengthening a channel partner program, the most important aspect is the incentive package that could make or break a channel partnership.
Incentive programs differ from vendor to vendor. Others are more comprehensive with more bonuses and rebates while other vendors, smaller companies or start up companies, offer just the basics and a promise to increase as the company grows. Training and certification included in the package is not only beneficial to customers, but to vendors and resellers as well. Certification allows channel partners to offer value added services that not all resellers can provide. There is tangible proof that a reseller firm has the credential to offer specialized and quality services with quality products.
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