Channel Institute courses at a glance
The Channel Institute provides structured, assessed training and certification for channel professionals across the first fifteen years of a channel career. Our channel sales training, channel management and channel marketing courses are considered the global gold standard in training and certification for channel professionals. For individuals the certificate is proof of what you know. For teams it means everyone works from one set of definitions and methods.
Every certificate shares the same structure: ten modules, fully online and self-paced, approximately 20 hours to complete, ending with an online exam. The three core certificates require 70% or more to pass, with up to seven attempts allowed, and each syllabus is reviewed and approved by the Industry Advisory Council of senior channel leaders at the world's largest technology employers. Each course is USD 1,900, with VAT added for buyers in the EU only. Passing earns a certificate an employer can verify, plus a certified logo to display. Every course carries a 100% money back guarantee.
Certificate in Channel Sales. Channel sales training for professionals looking to improve the sales performance of the channel partners they manage. Ten modules covering foundations, motivating partners, joint value propositions, joint business plans, joint solution selling, joint prospecting, pipeline qualification, market positioning, partner performance and relationships.
Certificate in Channel Management. The flagship course, covering the strategies and techniques for managing channel partners effectively, from partner recruitment and onboarding through business planning, incentives, opportunity management and channel relationships.
Certificate in Channel Marketing. How to develop a channel marketing plan that targets the right audience and drives sales, covering positioning, segmentation, differentiation, joint value propositions, campaign planning, buyer personas and co-marketing benchmarks and ROI.
Certificate in Channel Partner Ecosystems. An advanced certificate for channel, partner and alliance leaders at hardware, software and manufacturing vendors who need to understand where their channel is going: new partner types, new routes to market, new partner economics and the arrival of AI on both sides of the sale. Ten modules, approximately 20 hours with six months to complete, ending in an exam built on short case questions. Passing earns the Certified Channel Ecosystem Professional designation. USD 1,900.
For how these compare with the other options available, see channel training and certification compared. The courses are rated 4.9 out of 5 from 36 Google reviews.
The vocabulary used across all four certificates is set out in the channel management glossary, with one agreed definition per term. For where these courses fit across a channel career, see the stages of a channel career.