Case Study: Channel Sales and Partner Management Team Training at Hexagon
Standardising the language and the method across a channel team spread over several countries.
Hexagon (Nasdaq Stockholm: HEXA-B) builds digital reality technology, combining sensor, software and autonomous systems, with 24,000 employees across 50 countries. This case study covers the channel sales team for HxGN EAM, the enterprise asset management product inside Hexagon's Asset Lifecycle Intelligence division.
The problem a spread-out team creates
The HxGN EAM channel team runs to more than a dozen channel professionals in locations around the world. That spread was the difficulty. People had learned partner management in different companies and different markets, so the same words did not always mean the same thing from one conversation to the next, and there was no single account of what good practice looked like.
What the team wanted was one standardised course everybody took, so the language and the methods matched. Pulling a dozen people out of the field for classroom training would have cost more in lost performance than the training was worth, which ruled out the in-person option and left online and self-paced.
What they chose
Hexagon ran a formal evaluation of online channel training before deciding, then put the team through the Certificate in Channel Management.
We completed a thorough evaluation of online training options, and the Channel Institute was the clear leader.
Chris Lund, VP Global Channel Sales, Hexagon Asset Lifecycle Intelligence
Lund cited the Institute's credentials and its Google reviews in the decision, said the team had been helpful to deal with, and reported that his people enjoyed the courses rather than merely finishing them.
Why self-paced suits a global channel team
A distributed team cannot be assembled on one day in one room without somebody's territory going quiet. Self-paced study removes the scheduling problem entirely, and because everyone works through the same syllabus and the same assessed exam, the standardisation the team was after survives the fact that they never sat together.
For teams wanting the same thing with live contact added, there is a case study on Hardy Process Solutions, which paired the online modules with a webinar and a question and answer session.
Team arrangements go through corporate training or corporate@channelinstitute.com.
Here is your template
Download it in whichever format suits you. The Excel version is the one to work in.
Download the Excel templateDownload the PDF versionWant the full joint business planning module? See the Certificate in Channel Management.