Partner Training Guide

Partner training is more than just a strategy—it’s a journey designed to guide your partners along a path of growth and success.

The goal of extended enterprise training is to ensure that these partners are fully equipped to sell, support, service and use your company’s products or services. The ultimate destination? To align these partners with the company’s standards, goals, and best practices, enabling them to perform their roles optimally and contribute to mutual success.

But how does an organization turn this potential into reality? Let’s explore the steps of this journey, from defining the purpose to overcoming challenges and finally reaching the goals.

Extended Enterprise Training Guide

Mapping the Route

Begin with the Destination in Mind

self-directed training program

A successful journey starts with knowing where you want to go. This means beginning with the end in mind. You must first ask yourself: Why are we training partners?

The journey will be challenging, with numerous internal stakeholders to satisfy and a variety of external partners to engage. The road will be filled with obstacles, but a clear sense of purpose—the “Why”—will serve as your compass, guiding you through.

Discover your “Why” in the benefits that partner training can offer. With a wide range of diverse options available, the benefits you chose to pursue will define your destination and shape the ultimate goals of your partner training program.

Benefits of Partner Training

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Higher Sales and Revenue

Well-trained partners can sell more effectively, driving higher sales and revenue.

Partner Training Software

Enhanced Compliance

Trained partners are more likely to comply with relevant regulations and standards, reducing the risk of legal issues and penalties.
 
 

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Operational Efficiency

Training programs that cover operational processes help partners reduce costs, minimize delays, and ensure smoother operations.
 

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Empowerment and Motivation

Certifications, recognition, and incentives included in training programs motivate partners to engage deeply with the brand.

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Improved Performance

Training empowers partners to deliver higher quality products and services, thereby improving overall business performance.

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Increased Customer Satisfaction

Trained partners provide better service to end customers, leading to higher satisfaction, loyalty, and positive word-of-mouth.
 

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Faster Time-to-Market

Partners who are quickly trained on new products or services can bring them to market faster.
 
 

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Cost Efficiency

Effective partner training reduces the need for extensive in-house teams, leading to cost savings.

Lower Warranty Costs

Lower Warranty Costs

Partners equipped with the right skills can address issues correctly the first time, reducing the costs associated with repeated repairs.

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Enhanced Brand Consistency

Regardless of their location, trained partners represent the brand consistently, adhering to guidelines and standards that strengthen brand recognition.

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Scalability and Global Reach

A well-structured training program can be scaled across different regions and partner types, supporting global expansion.

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Innovation and Adaptability

Training helps partners stay current with industry trends, technologies, and best practices, fostering innovation and resilience.

Choosing Your Travel Companions

Identifying Who Needs to be Trained

With the destination clearly defined, the next step is to choose your travel companions wisely. Who will join you on this journey? In the context of partner training, the answer lies in identifying the partners who need to be trained. These partners are your companions on this strategic expedition, and each one plays a vital role in ensuring success.

Channel Partners

These are your company’s front-line warriors. They include dealers, resellers, franchisees, service providers, agents, and retailers who expand the company’s market reach and drive revenue.

Operational Partners

These steadfast supporters manage day-to-day operations, including logistics, customer support, and technology implementation, ensuring the journey runs smoothly.

Suppliers

The skilled artisans and forgers of the journey, suppliers provide the raw materials, components, or services essential to the company’s operations.

Customers

Well-informed customers are more satisfied, require less support, and are likely to become advocates for the brand, sharing their positive experiences.

Packing for the Trip

What They Need to Know and Do

channel partner training

Now that you’ve chosen your travel companions, it’s time to pack for the trip. But what do your partners need to bring along? In this journey, packing means equipping your partners with the knowledge and skills they need to succeed.

Each type of partner requires specific knowledge and skills to contribute effectively to the company’s goals, just as each traveler needs the right gear for the journey ahead.

Key Components of Partner Training

Channel Partner Training

Product Knowledge

Train partners on the features, benefits, and use cases of the products they will be selling and servicing.

Sales Skills Development

Include modules on sales techniques, negotiation tactics, customer engagement strategies, and effective closing of deals.

Service Skills Development

Focus on the technical aspects of products, such as installation, maintenance, and repair, ensuring that partners adhere to service delivery standards.

Marketing Alignment

Train partners on the company’s marketing strategies, including messaging, branding, and promotional activities, ensuring consistent marketing efforts.

Operational Processes and Tools

Provide training on operational aspects, such as order processing, inventory management, and logistics to streamline operations.

Customer Support and Service

Equip partners to handle customer inquiries and provide excellent service, ensuring satisfaction along the way.

Compliance and Ethics

Ensure partners adhere to legal and ethical standards in all interactions.

Incentive and Reward Programs

Train partners on how to maximize their earnings through the company’s incentive structures, motivating them to reach milestones.

Operational Partner Training

Process Alignment

Ensure that operational partners understand and align with the company’s workflows and operational standards, maintaining consistency and efficiency.

Technical Skills and Tools

Train partners on the specific software, tools, or equipment required for their roles.

Safety and Compliance

Provide training on safety protocols and regulatory standards, ensuring partners operate within legal and safety guidelines.

Customer Service Excellence

Focus on improving customer interactions and service delivery, enhancing the overall customer experience.

Communication and Collaboration

Include modules on best practices in communication and teamwork to foster effective collaboration.

Continuous Improvement

Encourage a culture of continuous improvement by equipping partners with the skills to identify inefficiencies and adopt best practices.

Supplier Training

Quality Assurance

Train suppliers on the company’s quality standards, including specific quality control processes, to maintain consistent quality.

Compliance and Regulatory Standards

Ensure suppliers understand and comply with relevant legal, regulatory, and industry standards, reducing risks.

Process Alignment

Educate suppliers on the company’s production processes, ensuring their deliveries align with the company’s workflows.

Sustainability Practices

Include training on sustainable sourcing and environmentally friendly practices, aligning with the company’s sustainability goals.

Communication and Collaboration

Provide training on effective communication tools, fostering strong partnerships between the company and its suppliers.

Technology and Tools

Ensure suppliers can effectively use technology platforms.

Product Usage Training

Equip customers with the knowledge to use products or services correctly, ensuring they can maximize the product’s capabilities.

Onboarding Programs

Guide new customers through the initial setup and integration of the product into their systems, helping them start their journey effectively from day one.

Support and Troubleshooting

Empower customers to identify and resolve common issues independently, reducing their reliance on customer support.

Updates and New Features

Keep customers informed about updates and new features, ensuring they continue using the product effectively.

Compliance and Safety

In industries with technical or hazardous components, training on compliance and safety standards is essential.

 

Certification Programs

Offer certifications that validate a customer’s proficiency in using the product, adding value to their professional credentials.

Navigating the Challenges

Overcoming Obstacles on the Journey

Every journey is fraught with challenges. Understanding the challenges of extended enterprise training is essential to successfully navigating the partner training journey.

  • Geographically Dispersed Partners
  • Brands and Product Lines
  • Field Support Networks
  • Multi-Location Learners
  • Diverse Audiences and Learning Needs
  • Cultural Differences
  • Engagement and Motivation
  • Compliance and Regulatory Requirements
  • Language Barriers
  • Adapting to Rapid Change
extended enterprise training challenges
Charting the Course

Planning the Path to Achieve the Benefits

Extended Enterprise Training Roadmap

The final step in preparing for the journey is to chart the course—planning how to realize the benefits of partner training. This involves creating a roadmap that integrates the extended enterprise training best practices to guide your efforts.

As you create your roadmap, determine which stage of partner training will deliver the benefits you seek and identify the best practices within that stage—and any preceding ones—that are needed to overcome the challenges your program faces.

Extended Enterprise Training Best Practices

STAGE 1

Self-Directed

Provide Comprehensive Training Resources

Blended Learning

Suggest Training

Implement an Extended Enterprise LMS

Learner Feedback

Regular Updates

Recognize Learners

Measure Success via Enrollments

STAGE 2

Knowledge Acquisition

Create and Assign Certifications

Partner Certification Objectives

Pre-Assessments

Incentivize Training

Integrated Field Support

Branded Partner Locations

Multi-Location Learners

Manager Knowledge Feedback

Measure Success via Certifications

STAGE 3

Skill Development

Skill Profiles and Levels

Partner Skill Level Objectives

Skill Assessments

Regular Practice

Mentorship and Coaching

Encourage Peer Interaction

Incentivize Skill Development

Manager Skill Level Feedback

Measure Success via Skill Levels

STAGE 4

Individual Performance

Integrate Individual KPIs

Learner Discriminant Analysis

Assign KPI Training

Set Clear Performance Goals

Improve Impact on Individual Performance

Incentivize Individual Performance

Measure Success via Individual Impact

STAGE 5

Partner Performance

Partner KPI Integration

Partner Discriminant Analysis

Assign Staffing Levels to Partners

Set Clear Partner KPI Goals

Improve Impact on Partner Performance

Incentivize Partner Performance

Measure Success via Partner Impact

The Journey's End

Reaching the Destination

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With the roadmap in hand and the journey well underway, the final stage is reaching the destination—realizing the benefits of partner training. At this point, the organization, like a seasoned traveler, emerges stronger, with empowered partners who are aligned with its strategic goals.

So, pack your bags, gather your companions, and set out on the journey of partner training—a journey that promises to be as rewarding as the destination itself.