Certificate in Channel Sales
For channel sales and partner account managers, the Certificate in Channel Sales is the global gold standard in channel sales training and channel sales certification. Selling through a partner is not selling direct, and most sales training never makes the distinction. This one does, covering how to qualify an opportunity you do not own, forecast a deal you do not control, and close it with a partner rather than around them. It suits anyone in their first fifteen years in the channel, and teams that certify together stop arguing about what a qualified partner deal looks like, because they have all been given the same answer.
Certificate in Channel Sales 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
Money back guarantee: We provide a 30-day money back guarantee as long as you have not proceeded beyond module 5 of the course. Click here to learn more.
The Channel Sales certification from Channel Institute exceeded my expectations. The course content was comprehensive and practical, offering valuable insights that I could apply directly to my work. While there are other channel business courses out there, Channel Institute's program truly sets the bar. It's a solid choice for anyone seeking to enhance their sales skills within the channel.
Buy any two certificates, get the second at half price
Add any two certificates to your cart and the discount applies at checkout: USD 2,850 instead of USD 3,800. This course pairs well with the Certificate in Channel Partner Ecosystems.
Who is this course for?
- Channel sales professionals.
- View a sample of our alumni here.
Course structure
- Content: 10 modules (see below), Video lectures, Ebooks, powerpoint presentation, video case studies.
- 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 Sales Modules
Module 1
Foundations
This is not a templated approach. We know every single buisness and client is unique. We’ll work with you to explore, research and understand your business.
Module 2
Motivating Partners
How do different partner business models impact on motivation? What different incentive and compensation plans might you use? What non-financial incentives?
Module 3
Value Proposition
How can you create a joint value proposition that customers find compelling? What best practice tools can you use for this?
Module 4
Joint Business Plans
How can you create a joint business plan with your partner based on best practices? How does joint marketing planning fit in? How can both parties be held accountable for results?
Module 5
Joint Solution Selling
What does a joint solution selling process look like? How can you help partners differentiate themselves by extending your solutions' functionality and fit?
Module 6
Joint Prospecting
What tactics can you use for joint prospecting? What is working for your competitors? How can you help partners with digital lead generation?
Module 7
Pipeline Qualification
Tips and tools for best practice qualification of partners sales pipelines. Understanding joint opportunity management, lead management and deal registration.
Module 8
Market Positioning
Discover the importance of helping your partners carve out their own niche in a crowded marketplace. Learn about tools to help your partners create an effective market position.
Module 9
Partner Performance
What are best practices in evaluating your partners performance for the previous period? How should you plan for the following period and how can you help partners build new capabilities?
Module 10
Relationships
Master the basics of relationship management and mitigating channel conflict. Learn how to build partner loyalty and strong partner relationships.
About this certificate
The Channel Institute provides structured, assessed training and certification for channel professionals across the first fifteen years of a channel career. The Certificate in Channel Sales teaches one proven set of definitions and methods for qualifying, forecasting and closing deals through partners, so a new hire and a ten-year veteran run a partner deal the same way.
Compare this certificate with the other options available in channel training and certification compared, or see the Certificate in Channel Management, the Certificate in Channel Marketing and what graduates say about the courses.
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Questions about the Certificate in Channel Sales
Who is the Certificate in Channel Sales for?
Channel sales and partner account managers at any point in their first fifteen years in the channel, from someone moving across from direct sales to an experienced channel seller 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 covering all ten modules, a mix of multiple choice, multiple answer and true or false. 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.