INTRODUCTION TO WORKING WITH RESELLERS

Formation créée le 13/12/2025. Dernière mise à jour le 17/12/2025.
Version du programme : 1

Type de formation

E-learning

Durée de formation

2 heures (0.5 jour)

Accessibilité

Oui

Financement Fundae

Formation finançable Fundae

INTRODUCTION TO WORKING WITH RESELLERS


Resellers are the velocity engine of our Go-to-Market strategy, acting as our essential, high-volume extension into key market segments, particularly the mid-market and SMB space, where direct sales are inefficient. This training is dedicated to equipping our Go-to-Market teams with the strategic framework and operational discipline necessary to transform our Reseller network into a dependable, profitable, and continuously growing sales channel. The core challenge is recognizing that Resellers are independent businesses that operate on the principle of Maximum Margin and Maximum Velocity. Our success hinges entirely on making our product the undisputed champion of profitability and simplicity in their catalog.

Objectifs de la formation

  • Upon completion of this program, learners will master the key elements of channel strategy and be able to: Economic Alignment: Master the art of crafting a Profit-Driven Value Proposition, understanding the distinction between transactional margin and high-value services attachment revenue driven by Value-Added Resellers (VARs). Operational Excellence: Implement a zero-friction sales environment, utilizing Distributors for logistical scale, and ensuring lightning-fast onboarding and certification. Sustainable Growth: Learn to use data-driven KPI tracking and structured Tiered Partner Programs to efficiently allocate resources to the most committed and highest-performing partners.

Profil des bénéficiaires

Pour qui
  • Software companies
  • Companies from the Manufacturing industry
  • Companies from the Pharmaceutical industry
Prérequis
  • Learners should possess a foundational understanding of B2B sales cycles and basic knowledge of our company’s product line, licensing structure, and core value proposition.
  • Target Audience: Go-to-Market teams, including Channel Account Managers, Partner Development Managers, Enterprise Sales Executives, and Regional Sales Teams. Experience Level: Mid-to-senior level professionals responsible for channel sales, strategic alliance management, and regional distribution programs.

Contenu de la formation

Module 1: Reseller Foundation and Value Exchange
  • 1.1 The Reseller Ecosystem: Models, Motivation, and the Margin Imperative
  • 1.2 Crafting the Profit-Driven Value Proposition
  • 1.3 Winning the Reseller Persona: Internal Champions
Module 2: Operational Enablement and Sales Alignment
  • 2.1 Onboarding and Certification for Velocity
  • 2.2 Deal Registration, Protection, and Pipeline Cadence
  • 2.3 Enabling the VAR: Services Integration and Upsell
Module 3: Demand Generation and Channel Strategy
  • 3.1 Co-Marketing for Demand Generation
  • 3.2 Leveraging Distributors for Scale and Logistics
  • 3.3 Competitive Positioning and Differentiation
Module 4: Performance Management and Growth
  • 4.1 KPI Tracking and Relationship Tiers
  • 4.2 Channel Incentives, SPIFFs, and Partner Recognition
  • 4.3 Managing Conflict and Maintaining Channel Health

Équipe pédagogique

Our founder, Thomas Dussarrat is a visionary with two decades of go-to-market experience in the software industry, facilitating the localization of go-to-market motions from North America to Western Europe. Thomas isn't just a Senior Consultant; he's an orchestrator, an artisan of go-to-market motions. Thomas's core belief? Your partners are the vital "glue" connecting you directly to your ICPs in your market. His mindset empowers leaders to embrace an "orchestrator" mindset, moving beyond direct sales to strategically build a robust Customer Partner Experience (CPX). VIVA GTM® delivers actionable training and consulting bundles to forge an agile, company-wide "Partners Ecosystem" culture. This ensures every department truly values and actively collaborates with partners, guaranteeing a seamless, exceptional customer experience.

Modalités de certification

Modalité d'obtention
  • To obtain the "MASTERING ECOSYSTEM ORCHESTRATED SALES" certification, participants are required to: Have completed the three trainings in the bundle (INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES FOR GTM PRACTITIONER, INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES FOR GTM LEADER, and MASTERING ECOSYSTEM ORCHESTRATED SALES). Pass a final quiz for each of the three trainings with a minimum score of 80%. The training aims to build a resilient and adaptive global GTM machine that can thrive amid evolving market dynamics. Pre- and post-learning assessments are designed to measure the impact of the training on a participant's understanding and confidence.

Délai d'accès

4 semaines

Accessibilité

Online training only (e-learning).