How should I train my channel partners?

Channel partners are best trained as members of your own company. If they are going to sell your solutions effectively, they must learn and embrace the strategy and philosophy behind your products and services. They must know the features, benefits, and customer value propositions for each. Ideally, each channel salesperson should become a parallel to your direct salesforce. Training also depends upon the desired depth of the partnership. Partners who wish to optimize their production and profitability will want to have their technology experts trained to implement, install, integrate, deploy, provision, train, and support your products most effectively.