Provide channel partners with the training they need to maximize sales and improve service
Educating channel partners is an essential part of securing shelf space in your channel's mind. The partner's sales people usually have a smorgasboard of products and solutions to sell. At the same time we know from research that sales people will tilt towards selling what they know and secondly selling what is easiest to sell. So that leaves you as an OEM with the question of how to make sure that your product gets exposure and is at the forefront of channel sales' mind all the time.
The simple answer is to make sure that these sales people have an excellent knowledge about your products and solutions. The better they know your portfolio, the more comfortable they are talking about it, the easier it will be for them to have a discussion with a customer about it. Some of our customers in recent times have moved to to making certain training mandatory and incorporate this as a step within their partner certification-process.
Some companies even tie bonus and discount structures to the successful completion of certain training programmes. And that's smart too, since it is a proven fact that you get what you measure. A good training provides the additional benefit of creating this great feeling of achievement and that you have grown a little.
With LERNYX you deliver all of this effortlessly. "Make once and use many" is the essence of successfully scaling training. This also removes the entire process of creating and managing certificates as well as getting them to partners. With Lernyx all of it can be easily automated.
