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How To Succeed By Seeing The Whole Story
A Successful Global Channel Program Needs An Advanced Partner Training System Q. What is NetExam and why are its services so important to the channel? A. NetExam is the channel partner Learning Management System (LMS) developed exclusively to address the needs of manufacturers looking to train and manage their global channel sales teams. From full PRM integration to using training to manage partner entitlements such leads and MDFs, NetExam is built to handle the training challenges of a global sales force. Q. Why use a channel LMS over an HR LMS? A. While an HR LMS is designed to get an individual from the mailroom to the boardroom in 15 years, a Channel LMS is designed to get your partner from $2 million to $5 million in sales in three years. And while you can dictate the training your employees must take, your partners are an audience that you do not directly control. You need a system that incentivizes them to meet your learning goals, while rewarding the partner organization for the group effort. These partners are likely representing your competitors as well, which means you are competing for the partners’ limited training time. You will need to show the partner the value of taking your training versus your competitors. You need an LMS that is purpose built for these scenarios and one-size-fits-all LMS do not make the cut. With a channel LMS, you can measure how training affects partner-generated revenue and identify what training courses have the biggest impact on revenue. You can then incentivize your partners to take those courses, which will increase their revenue. It’s a win-win for you and your channel. Q. How do you measure the ROI of your channel training investment? A. You train your partners with the objective of increasing sales, so it’s important to be able to measure pre- and post-training revenue, compare that with your training investment and compute the ROI of your channel training investment. This helps channel managers confirm their training investment value and justify future budgets while allowing partners to better understand the financial benefits to their organization. Q. What new training technologies do you see in the channel space? A. Video-based training assignments with automated AI grading are becoming more popular, as well as video-based remote hands-on skills testing. AR/VR content and testing have also started to gain traction, but building a training program that strategically aligns with your global revenue goals is more important than simply adopting the latest technologies.
” Mature, channel-driven companies are using training not just as a tool to motivate Brett Strauss, President
partners and transfer knowledge, but as an asset to help identify the partners that are most profitable to their organization. If you’re not taking advantage of this process, you’re just checking off a box.
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Get a free analysis of your current partner training program at netexam.com/analysis
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