Got Channel Partners? October 13 2016

SiriusDecisions Learning recently released an innovative new way to train channel partners, the Channel Partner Enablement Training Series (CPETS). It stands out as one of our most exciting solutions for 2016. But we're just getting started.

In the coming months, we'll be releasing a suite of channel partner training designed specifically for suppliers to upskill them with our best-in-class insights and frameworks. Here's a peek at what we'll be offering...

Account-Based Marketing in the Channel for Suppliers

Some suppliers and partners are already focused on account-based marketing, but largely through ad-hoc efforts and not a formalized and defined process that should be adopted internally. We believe that designing this type of comprehensive ABM initiative requires a clear understanding and selection process for the appropriate type, tier and route-to-market focus. In this course, we’ll walk you through the following:

  • How to identify the four types of account-based marketing and get your organization started off on the right foot
  • How to prepare for ABM and select the appropriate plans and processes
  • How to conduct a pilot and optimize ABM roll-out
  • How to build a best-in-class ABM measurement strategy

Core Skills for Suppliers

It’s imperative that suppliers understand how to build marketing competencies within their organization so they can design and deliver high performing demand creation programs for partners. In this course, we’ll cover the core foundational concepts that will arm channel organizations with the skills required to address the unique needs of their channel partners. Specific topic areas include:

  • Demand Type
  • Relative Targeting
  • The Buyer's Journey
  • The Demand Waterfall
  • Integrated Campaigns
  • Digital Planning
  • Lead Nurturing
  • Lead Scoring
  • Pipeline Acceleration

Customer Engagement in the Channel for Suppliers

Customer engagement is becoming increasingly important to b-to-b organizations as a source of competitive differentiation. Despite growing recognition of the importance of a positive, productive customer engagement, suppliers often overlook customers in the channel. In this course we’ll cover the following key topics:

  • Assessing the current state of customer engagement
  • Establishing a customer experience function
  • Improving retention and growth