Case Study: Channel Management Team Training

Hardy Process Solutions (https://www.hardysolutions.com/) is a leading manufacturer and designer of process weighing measurement and control equipment. A key part of Hardy’s go-to-market strategy is through channel partners, and there is a team of several people managing channel partners across North America. The team is led by Rodger Jeffery, Vice President of Sales, Service & Marketing.  

As part of the teams' annual kick off meeting Rodger wanted to provide the team with formal channel management training. After reviewing the available channel-specific training options, Rodger chose to work with the Channel Institute and put his team through the Certificate in Channel Management course to ensure that they were up to date on best practices in channel management and also enable them to become Certified Channel Management Professionals. Rodger chose a combination of online training and a live webinar with Q&A to support his teams' needs.  

This course is comprised of 10 modules covering foundations and terminology, partner recruitment, onboarding and enablement, partner business plans, channel incentives, partner market positioning, partner marketing, opportunity management, channel data and managing relationships and channel conflict.  

According to Rodger, “I researched and evaluated many different training providers of channel business training throughout North America, but eventually chose the Channel Institute based on a combination of delivery (online was preferred), content and value. The team at the Channel Institute were also very flexible and supportive throughout the process. Overall it was a very straightforward, effective approach and has provided very good value. I would recommend the Channel Institute to other companies that want to help their channels team achieve better results and companywide harmonization by learning best practices in channel management.”  

The Channel Institute aims to be as flexible as possible, delivering training and support in whatever ways meet our customers’ requirements. Combining pre-built courses delivered through online training with additional live interaction (e.g. webinars / mentoring / Q&A) is often the most attractive option for corporate customers.

• Learn more about our training for channel partners or channel sales teams here: https://www.channelinstitute.com/corporate-training
• Contact our corporate training team to discuss your needs: corporate@channelinstitute.com

Please also feel free to download our popular Channel Partner Business Plan Template to share with your team.