The importance of partner training

Imagine you’re a major company in the B2B space. Your sales are mostly handled by your channel partners, and to support them, you maintain a robust partner program. You offer a partner portal with comprehensive documentation, an incentive program to motivate them, and marketing materials they can use in their own efforts.

But are you training them? If your partner hires a new sales associate, can that person easily learn everything they need to know about your product as quickly as possible, or are they reading information aimed at developers and engineers in an attempt to understand your product?

Partners are the face of your company’s brand. They market and sell your solutions to customers, provide support, and sometimes even teach customers to use your products. According to a 2016 study from CSO Insights, one third of companies rely on channel partners to bring in most of their total revenue.

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