Certificate in Channel Management
Recruiting partners, getting them productive, planning with them and managing them once they are running: that is the channel manager job, and the Certificate in Channel Management is the global gold standard in training and certification for it. Training for this work has historically been ad hoc, with each employer running its own course, so two channel managers doing the same job at two vendors learned different definitions for the same words. The certificate replaces that with one assessed standard for channel and partner managers at any point in their first fifteen years in the channel, so a new hire and a ten-year veteran build a partner plan the same way.
Certificate in Channel Management at a glance
- Format
- Ten modules against a published syllabus, online and self-paced, about 20 hours of study
- Assessment
- Final online exam, 70% pass mark
- Certificate
- Awarded on passing the exam, verifiable by an employer
- Price
- US$1,900, VAT added for buyers in the EU
- Guarantee
- Full refund within 30 days of enrolment if you have not gone beyond module 5. See the money back guarantee.
- Syllabus
- Reviewed and approved by the Industry Advisory Council, an independent panel of 27 senior channel leaders at companies including Microsoft, Cisco, Oracle and SAP
- Trial
- Free trial module available before you buy
This course will give you an in-depth understanding of both the fundamentals and best practices in managing and developing channel partners. From industry terminology to learning best practices in everything from partner enablement and development to channel recruitment, you will learn the fundamentals needed to excel at your channel account management career.
Channel teams at Hexagon and Hardy Process Solutions have certified with this course.
Who is this course for?
- Channel Account Management professionals.
- Those new to channel management, or those moving into a channel management role for the first time.
Course structure
- Resources: 10 modules (see below, scroll to right), video lectures, white papers, Ebooks, powerpoint presentation.
- Duration: Approximately 20 hours with six months to complete.
- Certificate Assessment: Online exam.
Course fee: USD$1,900.
- Money back guarantee: We provide a 30-day money back guarantee as long as you have not proceeded beyond module 5 of the course. If you are not satisfied for any reason we will provide a full refund.
- VAT charged for EU-based companies only.
Certificate in Channel Management Modules
Module 1
Foundations & Terminology
Discover the fundamentals of channel management, key concepts & terminology, and everything that goes into building a channel partner program.
Module 2
Partner Recruitment
Learn about ideal partner profiles, assessing new partner candidates, and preparing to "Onboard" partners .
Module 3
Onboarding & Enablement
Get an introduction to the Onboarding and Channel Sales Enablement processes. Learn why these are critical to the success of your partner program.
Module 4
Partner Business Plans
Learn about "JMP" and joint business planning. Review channel partner program best practices in holding all parties accountable for success. Understand the business impact of adapting plans over time.
Module 5
Channel Incentives
Understand the key concepts behind channel incentives. Review the most commonly used incentive types. Learn how to improve the effectiveness of your incentives.
Module 6
Partner Positioning
Discover the importance of helping your channel partners carve out their own niche. Discover tools to help create an effective market position.
Module 7
Partner Marketing
An introduction to the basics of channel partner marketing. Learn how to help your partners develop more effective market segmentation and targeting strategies.
Module 8
Opportunity Management
Review the key concepts of opportunity management. Master the basics of deal registration and lead management.
Module 9
Channel Data
Discover the fundamentals and best practices in channel data management. Learn the data priorities and the consequences of poor data management.
Module 10
Channel Relationships
Master the basics of relationship management and mitigating channel conflict. Learn how to build partner loyalty and strong partner relationships.
Questions about the Certificate in Channel Management
Who is the Certificate in Channel Management for?
Channel and partner managers at any point in their first fifteen years in the channel, from someone moving into their first channel role to an experienced manager who wants a formal qualification. Individuals take it for their own careers, and channel leaders use it to train whole teams.
Is the certificate assessed?
Yes. The certificate ends with an online exam of 19 questions drawn at random from a question pool covering all ten modules. The pass mark is 70%, or 14 correct answers. There is no time limit, you have up to seven attempts, and the certificate is issued as soon as you pass, so an employer can verify it.
Who approves the syllabus?
The Industry Advisory Council, an independent panel of 27 senior channel leaders at companies including Microsoft, Cisco, Oracle and SAP, reviews and approves the syllabus. The course is built against that published syllabus rather than one trainer's view of what matters.
How is the Channel Institute different from other channel training providers?
The Channel Institute provides structured, assessed training and certification for channel professionals across the first fifteen years of a channel career. Every certificate follows a published syllabus approved by the Industry Advisory Council and ends with an assessed exam, so everyone who holds it has been tested against the same standard. For a team, that means sales, marketing and management staff work from the same definitions and methods.
What course participants say
I am pleased with the quality of the material, specially enjoyed the Market positioning and Relationship Management modules. Wish I could have this sort of material when I started my partner management career back in the 2000!!
Alejandro Fernandez
Very well structured course, provides clear channel fundamentals concepts based on industrial practices.
Labeeb Shawaf
Highly recommended, especially if you are a Channel Management professional who wants to get certified!! Thank you 'Channel Institute'!!!!
Dan Juganaru
Excellent value for money course that provided a great basis for working with a variety of partners. Customer service excellent.
Jessica Davey
Just completed the certification in Channel Marketing. A lot of up to date and relevant for experienced partner marketing professionals looking for a refresher, or early career aspirants who want to gain foundational knowledge to exceed in their career. I absolutely recommend this course to colleagues and friends!
Pablo Hanono
I took a Channel Management course from Channel Institute. It really gives the fundamental basics of the profession and can be useful for both the beginners and those who are already working in channel sales.
Maria Polishchuk
More reviews are on the Channel Institute reviews page.
Add the advanced course and get this one at half price
The Certificate in Channel Management teaches you to run a channel well, from Partner Recruitment to Channel Incentives. The Certificate in Channel Partner Ecosystems shows how that channel is changing. Route-to-Market Design looks at the new partner types you will be recruiting, and Rewarding Partner Value covers paying partners who influence deals they never bill. Take both for USD 2,850 instead of USD 3,800. Email info@channelinstitute.com for your bundle code.