Effective training is at the core of partner success. The key to that success is knowing what type of training partners need and the most efficient way to deliver it. Let’s start by clearing up some common misconceptions about partner training:
Misconception #1: Internal training equals partner training
Partners come with unique skillsets this is one of the key reasons partnering makes so much sense. If you needed to invest the same amount of time and money in training partners as you did direct sales, well, channel wouldn’t make sense. So why are you trying to train the channel the same way you train internal teams? Partners need training that takes into consideration their existing knowledge and efficiently aligns your offering. Partner training needs to be just that, partner training. Analyze your existing training and boil it down to the specifics that will be useful to your partners.
Misconception #2: Partners have an endless amount of time
Put yourself in your partner’s shoes and imagine being hired to sell 10 different products. Think about the things you would absolutely need to be successful selling and supporting your product offering. Make sure the training is concise and only include essential information. While proper training is a key component of a good channel program we must take into consideration the partner’s time. Training materials need to be bite-sized, making it easy for partners to learn what they need quickly. Remember partners are free agents that only get paid when they close business for you. Their time is valuable so make it count, less is more.
Misconception #3: Partner Training requires an LMS (Learning Management System)
LMS platforms can be powerful training tools and can come with a hefty price tag. Most are overly complex for the actual training needs of a channel program. If you are just getting your channel started it is unlikely that you will have the training content to populate an LMS platform, so save your money.
Enabling partners is a critical piece of a strong channel program. Don’t overcomplicate your partner program with training that isn’t partner specific. Your partner’s time is valuable so make sure that every minute they spend with you is effective. Leveraging your existing partner portal technology, like Channeltivity, is a great way to deliver training to partners within the tool they are already using.
For more details on how to put together a partner training program, download our newest free ebook: How to Create an Effective Partner Training Program (That Partners Want To Use)