October 1, 2011 Leave a comment
A Roadmap for Improving Business Partner Loyalty, Mind Share and Revenue
By Mohana Radhakrishnan, VP Client Services, Expertus
Do you struggle to keep your partners engaged?
Are you challenged with providing global channel support?
Do you know which resellers are the most productive – and why?
In today’s tough economic landscape, channel partner sales reps face more pressure and obstacles than ever. There’s no doubt that they’re motivated to drive sales. The question is… are they motivated to drive your product or service sales?
Reseller certification programs still provide value to organizations. But, thanks to new technologies, they can easily be reconfigured and re-energized to keep your partners more supported, engaged and productive than ever before!
Consider these 3 ways that enterprise 2.0 learning innovation can engage partners more deeply:
Tip #1 – Add Dynamic Learning Paths
Web 2.0 technologies like dynamic learning paths and role-based course management make governing your partner learning tracks and curriculum much easier for both users and training administrators:
- Only see and search relevant learning content via a personalized view.
- Quickly see next steps needed and current certification timeline.
- Save time and learn more with prescriptive content/course assignment.
- Alerted when new product or service details are available.
For Partner Training Administrators:
- No more rebuilding content lists and curriculum definitions.
- Simplifies curriculum content updates; just tag and publish.
- Zero enrollment headaches – certification paths/curricula are automatically assigned.
- Push new content globally and know when it’s received.
Tip #2 – Simplify Partner Reporting and Data Access
Can you see which partners are training, how often and when? Do you know which regions are leveraging your learning programs and assets?
Did you answer “No?” Then it’s time to simplify your reporting process. A next-gen reporting system provides quick and easy access to real-time stats of all your channel training activities:
- View completions and scores on-demand.
- See current status.
- Receive up-to-date channel, regional and individual-level insights.
Tip #3 – Integrate Your Learning and Certification Systems
Are partners frustrated with the time it takes for your certification status updates? Do you struggle with gathering this data? Are your certification programs aligned with your curricula?
There are new, dynamic learning platforms like ExpertusONE that seamlessly integrate all of your learning assets and programs with your partner management systems. This means you actually get real-time data sync and alignment.
To learn more about how a strong channel education strategy and learning technology can work together to drive partner engagement, we invite you to watch a special “on-demand” webcast, EMC’s head of partner productivity: “How to Build a World-Class Partner Certification Program.”
With real-time, end-to-end synchronization, all of your systems are automatically updated, as needed. In other words, the most recent data is available simultaneously, across your entire program network, when a partner completes a new certification level, when you modify training program content, or when other changes occur.
This frees you to focus on building partner relationships, rather than focusing on verifying information that supports those relationships.
Note from Mohana: Would you like to discuss how your organization can apply any of these partner certification tips? I’m happy to help. Please contact me at email@example.com.