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certified channel management training

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Certified Channel Manager (CCM)

Rated 5.00 out of 5 based on 18 customer ratings
(18 customer reviews)

$1,995.00

Industry’s FIRST, #1 Best-Selling Channel Management Training & Certified Channel Manager program (with over 10,000 channel managers trained). Covers SaaS, Software, Hardware, Retail, Soho, Enterprise, and Online Channels strategy and core tactics.  Welcome to the NEW online course.

PROMOTIONS: 1st Quarter Promotion. Get an EXTRA Elective included FREE with the Certified Channel Manager course ($495 value)

0Weeks0Days0Hours0Minutes0Seconds

Plus, the FIRST 1000 students enrolled get the Chanimal/SaaSMAX portal ($7,000 value)), plus All Chanimal store content (over $700 value) is included free.  See Promotions for more details (opens in its own window).

SKU: CCM Categories: ALL Products, Certification & Training Tag: Certification
MPN: CCM
Brand: Chanimal
  • Description
  • Reviews (18)

Description


Industry’s FIRST, #1 Best-Selling Channel Management Training & Certified Channel Manager program (with over 10,000 channel managers trained). Covers SaaS, Software, Hardware, Retail, Soho, Enterprise, and Online Channels strategy and core tactics.

Click HERE (opens in own window) for a detailed description and course outline. Click HERE to view more in-depth review from one of the Channel Managers that took the new ONLINE course.

Certified Channel Management Training

This channel management training is one of the MAIN courses to be a Certified Channel Manager, for channel sales, channel marketing, AE’s, Managers, Directors and VP’s who are responsible for overall Channel Management.

“Great education – unbelievable depth of content here. It is more than just a certificate – It is an MBA in the channel!” Jay McBain, Principal Analyst – Forrester (2021 Channel Influencer of the Year)

It is the most comprehensive channel management training and covers channel sales, channel marketing, and channel operations. It is not as tactical as the sales and marketing sections, but it contains the core curriculum and is typically the first course taken for all channel management.

If you can only take one, then this is the main course to take. Click HERE to see a PDF that compares the different Certification Courses.

Problems

  • You’re new to the channel–and need to know what and how to do your new job
  • You’ve done sales, but never touched the channel. Or, you did channel marketing–but need to know how it works with channel sales
  • Or, you were in SMB, and need to know how the enterprise channel works (or vice-versa)
  • Perhaps you lead the entire global organization and need to level-set all your teams
  • Maybe you’re a channel superstar, and cover channel marketing and channel sales, so you’re looking for new ideas to hit your numbers

Perhaps you should consider…

Solution – Channel Management Training

Certified Channel Management training, by Chanimal University ™, the industry’s first institution to offer accredited channel certifications, and is the most widely-used global training and standards organization over the last two decades–having trained over TEN THOUSAND channel manager professionals from some of the tech industry’s most successful Fortune 500 companies (Intel, Microsoft, Apple, Toshiba, VMWare, Epson, IBM, plus folks from tons of start-ups).

All courses are reviewed by the Channel Advisory Council which sets industry standards for channel management training. All courses teach toward those standards.

Course Outline – Certified Channel Management Training

1) Channel Management Defined

  • Industry terminology
  • Direct vs Indirect Channels – Why Use a Channel?
  • Reseller continuum – models by type
  • Purpose for distributors – Pros & Cons
  • Alternative channels (Affiliate, OEM, Alliances, Affiliate Publishers)
  • Channel by product type & geography
  • Competitive channel analysis – Best practice

2) Preparing Your Company & Management for Change

  • Channel Success & Failures
  • Educating Management – Proper Expectations
  • Channel Mentality – Us vs Them
  • Smooth Transition from direct to channel
  • Areas of Control vs Influence
  • Roles of channel sales & channel marketing
  • Minimizing channel conflict
  • Aligning Channel Compensation – models
  • Roll-out phases and typical timelines

3) Phase I – Defining (or re-defining) Channel Program – Elements

  • Four phases of a channel program
  • What resellers look for when selecting a vendor partner
  • Partner Program Checklist
  • Levels – purpose, delineators
  • Portal, Matrix, White Papers, PowerPoint, Forum, Collateral
  • Tech & Sale Support (training, evals, RMA, Configurator, Certification)
  • Lead Gen – leads, Bud desk, Reseller Locator
  • Policies: Leads, MDF/Co-op, Certification, NFR
  • Deal Reg – vs Territories
  • Requirements & Partner Experience

4) Phase II (Part I) – Program Setup (systems, policies, process)

  • Partner profile, type (vertical, affiliate, lifetime deals, online-retail-VAR-MSP-SI, OEM)
  • Portal / PRM – how to select, set up, key elements
  • Reseller application – information to capture (partner profiling)
  • Reseller & Distributor Agreements – key elements
  • Policies: Leads, MDF/Co-op, Locator, Deal Registration, NFR, RMA
  • NFR process, special promotions, jump-start
  • Reseller Type/levels/Margins & How to Pay

5) Phase II (Part 2) – Content – Overview

  • Competitive Matrix
  • Product positioning (3-5 reasons to buy)
  • Persuasive document – How to Articulate
  • PowerPoint – Reseller specific
  • 25/50/100 word description
  • Market Info, Graphics, white papers, case studies, videos
  • Pricing and Price List – Margin details, how to pay
  • Demo Scripts – Product & Portal
  • SEO – landing page
  • Training & Certification
  • Retail (Kits: sell sheets, disti numbers, POP, specials)

6) Phase III (Part 1) – Recruiting (Strategy)

  • Decisions – do it yourself or outsource? Pros/Cons
  • Affiliate Publisher Models (Netscape, AOL)
  • Aggregators
  • Navigating distribution agreements
  • Creating the reseller profile (Ideal Partner Profile (IPP))
  • Partner Optimizer – perfect matchmaking
  • Guerilla/Chanimal approaches to recruiting
  • Competitors & Alliances
  • Recruiting – what really works
  • Alternate channels – affiliates, retail, OEM, rep firms

7) Phase III (Part 2) – Recruiting (Tactics)

  • Building Your Database
  • Best sources to find resellers
  • Software to capture names
  • Direct response format (e-mails, postcards)
  • Persuasive Format – articulate / examples
  • Recruiting national and Regional
  • Recruiting independents – Marketing campaigns
  • Email, PR, Advertising, Direct Response, Events
  • Roadshows (alliances)
  • One-on-one phone dialogues

8) Phase III (Part 3) – Recruiting Alternative Channels

  • Agents
  • Major Accounts (Accenture, IBM Services, CapGemini, CDW)
  • Original Equipment – OEM
  • LifeTime Deals
  • Distributors & Market Places
  • Retail (local, regional, national)
  • Online resellers & Mail Order
  • Affiliate Recruiting
  • Alliances – as a channel

9) Phase IV (Part 1) – Enablement

  • Channel Care vs Neglect
  • Initial Onboarding – Follow-up Worksheet (Tracking)
  • Acceptance process
  • Orientation Meeting – How to Get Attendance
  • Marketing Meeting – Plan of Action
  • SEO Landing Page & Email Campaign
  • Quarterly promotions & Thank You responses
  • Newsletters and Promotions
  • Refine Levels, set Quotas & Certification
  • Ongoing Training – Product, Sales, Marketing

10) Phase IV (Part 2) – Channel Motivation

  • Three phases of a new reseller
  • Creating loyalty within the channel
  • What works – spiffs, rebates, contest, NFR’s
  • Field Management – model calls & coaching calls
  • The Game of Work – tracking
  • Integration – inside sales, field sales, FAE’s, channel sales
  • Channel maturity – weeding out non-producers
  • Increasing dedication & barriers to entry

11) Refining or Fixing Your Program

  • 360 Review Analysis
  • Creating & leveraging a reseller partner council
  • Ongoing recruiting – replacing non-producers
  • The plan of action – details with timelines
  • Q & A to address common channel questions

12) Channel Sales – Overview

  • Prospecting
  • The Approach & Voice Mail
  • Presentation Skills & Persuasive Demos
  • Group Presentations
  • Price Savings Build-Up
  • 3rd Person Selling
  • Closing Techniques
  • Overcoming Objections
  • Sales Management (quotas, game of work, goals, motivation)

13) Channel Operations

  • CRMs, PRMs, other Software Systems
  • Industry ratios, time lines, expectations (Accenture 2017 study)
  • Forecasting models
  • Budgets
  • ROI – Channel Program, Training

14) Resources (for You & Partners)

  • Websites
  • Rep Firms – Retail to System Integrators
  • Software
  • Research & Publications
  • Consultants
  • Reseller Training

18 reviews for Certified Channel Manager (CCM)

Customer Images

Image #1 from Joanna Ellis
Image #2 from Roderick Bolt
Image #3 from Samantha Hart
Image #4 from Casey Clarke
Image #5 from Tony Burgireno
Image #1 from Joanna Ellis
Rated 5 out of 5

Joanna Ellis

August 20, 2022

This is an IN-DEPTH course that bridges the gap between theory and practical implementation of effective strategies. All strategies are based on data and years of experience in the field. You get insights into Ted's specialized expertise in Channel Marketing with a virtual TON of resources. Highly highly recommended! Joanna Ellis Channel Manager High Level Marketing

Image #2 from Roderick Bolt
Rated 5 out of 5

Roderick Bolt

March 29, 2022

Loved this course. So much in-depth knowledge about Channel Managing and I learnt a lot. There is more than just one way to do my job and they just showed me how. Looking forward to putting this into my job and helping increase sales and opportunities. Rob Bolt Auto-ID Channel Manager Toshiba

Image #3 from Samantha Hart
Rated 5 out of 5

Samantha Hart

December 25, 2021

Thank you so much! This was so helpful – a refresher and completely new information rolled into one great course! I appreciate the course being interactive. I also enjoy how informational it is, without seeming too overwhelming. Samantha Hart Channel Sales TouchPlan

Image #4 from Casey Clarke
Rated 5 out of 5

Casey Clarke

October 1, 2021

Great way to get acquainted with the channel world and use a step-by-step guide to start a program from scratch! Casey Clark Mobile Mind

Image #5 from Tony Burgireno
Rated 5 out of 5

Tony Burgireno

July 28, 2021

This is the 2nd time I have had the privilege to work with Ted, on both occasions he led us to victory!! This time around I took the Certified Channel Manager course and it was so practical and useful that I would recommend it to anyone who wants to be successful (no matter how much experience in the field you have), because THERE WILL BE SOMETHING YOU CAN LEARN! Ted thank you very much!!! I hope to stay connected to you both personally and in my growing career. Tony Burgireno Channel Sales Manager

Image #6 from Imogen Fannon
Rated 5 out of 5

Imogen Fannon

June 8, 2021

HIGHLY recommend! The Channel Management Certification created by Ted Finch is a must whether you want a career in Channel Management or have been working in Channel Management for years - you'll absolutely gain more knowledge, expertise, and an abundance of resources through this program, regardless of your experience level. The best part? Every module is engaging thanks to Ted's level of charisma, knowledge, and expertise - you just want to keep learning! I'm looking forward to acquiring additional certifications with Chanimal University! Imogen Fannon

Image #7 from Melisss Combrinck
Rated 5 out of 5

Melisss Combrinck

April 29, 2021

Excellent course filled with Ted’s tried and tested methods for product success. It’s easy to follow and includes all the resources you need. Very well structured and full of priceless resources to build a successful channel. Melissa Combrink Marketing Manager ValuSource

Image #8 from Kate Collins
Rated 5 out of 5

Kate Collins

April 23, 2021

I highly recommend the Certified Channel Management course provided by Chanimal! I learned so much and can't wait to learn more. Kate Collins ManoByte

Image #9 from Liam Kilcline
Rated 5 out of 5

Liam Kilcline

April 23, 2021

I thoroughly enjoyed the CCM course, it covers all of the areas you need to know about and Ted does an excellent job of breaking it all down into bite-size chunks! I look forward to working my way through the electives & the other courses on offer! Liam Kilcline Channel Mechanics

Image #10 from Mike O'Connell
Rated 5 out of 5

Mike O'Connell

January 2, 2021

As someone building a program from scratch, this course has brought a ton of clarity and direction to me. A month ago this was brand new to me and now I feel well prepared to begin building. In addition to providing more resources than you'll ever need, Ted also makes himself readily available for questions and help along the way. Truly a 5 star course. Mike O'Connell Channel Manager Thankview

Image #11 from Jay McBain
Rated 5 out of 5

Jay McBain

December 24, 2020

Great education - unbelievable depth of content here. It is more than just a certificate - it is an MBA in the channel. Jay McBain Principal Analyst Forrester 2021 Channel Influencer of the Year (Channel Partners Magazine)

Image #12 from Jay McBain
Rated 5 out of 5

Jay McBain

December 24, 2020

Great education - unbelievable depth of content here. It is more than just a certificate - it is an MBA in the channel. Jay McBain Principal Analyst Forrester 2021 Channel Influencer of the Year (Channel Partners Magazine)

Image #13 from Valiant Cummings
Rated 5 out of 5

Valiant Cummings

December 14, 2020

The Certified Channel Manager course provided a comprehensive view of channel management so as an experienced channel person, I could see how all the pieces fit together. It's laid out in a fun and engaging way and was definitely worth my time. Valiant Cummings Global Channel Programs Manager Ivanti

Image #14 from Ian Bennett
Rated 5 out of 5

Ian Bennett

November 17, 2020

The courses are fantastic not only providing in-depth analysis of what has and hasn't worked in the past but providing unique lessons on how to be successful. Highly recommend. Ian Bennett Channel Manager AlefEdge

Image #15 from Dina Moskowitz
Rated 5 out of 5

Dina Moskowitz

October 21, 2020

I especially like the depth of content, the enthusiastic style, and the over 100 included best-practice templates, samples, and worksheets. It should be a required course for every channel manager. Dina Moskowitz CEO SaaSMAX & Partner Optimizer Top 50 Channel Influencers & Top Women of the Channel by CRN

Image #16 from Elaine Rose
Rated 5 out of 5

Elaine Rose

October 12, 2020

This course has been entertaining, insightful and I’ve learned so much about how to optimize my channel management skills! Best channel marketing course ever! Elaine Rose Channel Manager ReviewInc

Image #17 from Benjamin St.Clair
Rated 5 out of 5

Benjamin St.Clair

October 12, 2020

I love the course. I find it incredibly informative and detailed. I can honestly say I like everything about it. The content in the videos and the material in the attachments is very thorough, and I look forward to applying this in my current role, as well as carrying it with me for potential future endeavors! Ted’s ‘Certified Channel Manager’ course from Chanimal University is the most thorough, informative approach to building a successful channel marketing program that I have ever come across. Quite simply, it’s brilliant, and he’s an incredible teacher. To quote one of my favorite bands, Phish: "no left turn unstoned!” Benjamin St.Clair Channel Manager Pioneer

Image #18 from Hector Rosales
Rated 5 out of 5

Hector Rosales

September 10, 2020

This is a fantastic course. So much valuable information for Channel Managers at any experience level. All of the materials were easy to understand, and navigating through each course was simple. New to channel programs, or experienced, this course is a must. Hector Rosales Channel Manager Crunch

Image #19 from John Reith
Rated 5 out of 5

John Reith

September 8, 2020

This course is easy to follow yet provides incredible depth on the ins and outs of channel management. Thanks to it, I have never been more confident in my ability to develop and maintain a successful channel marketing program. John Reith Channel Manager Forecastable & timetoreply

Image #1 from Joanna Ellis
Image #2 from Roderick Bolt
Image #3 from Samantha Hart
Image #4 from Casey Clarke
Image #5 from Tony Burgireno
Image #6 from Imogen Fannon
Image #7 from Melisss Combrinck
Image #8 from Kate Collins
Image #9 from Liam Kilcline
Image #10 from Mike O'Connell
Image #11 from Jay McBain
Image #12 from Jay McBain
Image #13 from Valiant Cummings
Image #14 from Ian Bennett
Image #15 from Dina Moskowitz
Image #16 from Elaine Rose
Image #17 from Benjamin St.Clair
Image #18 from Hector Rosales
Image #19 from John Reith
1-10 of 18 reviews
  1. Avatar photo
    Joanna Ellis
    August 20, 2022
    Rated 5 out of 5

    This is an IN-DEPTH course that bridges the gap between theory and practical implementation of effective strategies. All strategies are based on data and years of experience in the field. You get insights into Ted’s specialized expertise in Channel Marketing with a virtual TON of resources. Highly highly recommended!

    Joanna Ellis
    Channel Manager
    High Level Marketing

    Image #1 from Joanna Ellis
  2. Roderick Bolt
    March 29, 2022
    Rated 5 out of 5

    Loved this course. So much in-depth knowledge about Channel Managing and I learnt a lot. There is more than just one way to do my job and they just showed me how. Looking forward to putting this into my job and helping increase sales and opportunities.

    Rob Bolt
    Auto-ID Channel Manager
    Toshiba

    Image #1 from Roderick Bolt
  3. Samantha Hart
    December 25, 2021
    Rated 5 out of 5

    Thank you so much! This was so helpful – a refresher and completely new information rolled into one great course! I appreciate the course being interactive. I also enjoy how informational it is, without seeming too overwhelming.

    Samantha Hart
    Channel Sales
    TouchPlan

    Image #1 from Samantha Hart
  4. Avatar photo
    Casey Clarke
    October 1, 2021
    Rated 5 out of 5

    Great way to get acquainted with the channel world and use a step-by-step guide to start a program from scratch!

    Casey Clark
    Mobile Mind

    Image #1 from Casey Clarke
  5. Avatar photo
    Tony Burgireno
    July 28, 2021
    Rated 5 out of 5

    This is the 2nd time I have had the privilege to work with Ted, on both occasions he led us to victory!! This time around I took the Certified Channel Manager course and it was so practical and useful that I would recommend it to anyone who wants to be successful (no matter how much experience in the field you have), because THERE WILL BE SOMETHING YOU CAN LEARN!

    Ted thank you very much!!! I hope to stay connected to you both personally and in my growing career.

    Tony Burgireno
    Channel Sales Manager

    Image #1 from Tony Burgireno
  6. Avatar photo
    Imogen Fannon
    June 8, 2021
    Rated 5 out of 5

    HIGHLY recommend! The Channel Management Certification created by Ted Finch is a must whether you want a career in Channel Management or have been working in Channel Management for years – you’ll absolutely gain more knowledge, expertise, and an abundance of resources through this program, regardless of your experience level.

    The best part? Every module is engaging thanks to Ted’s level of charisma, knowledge, and expertise – you just want to keep learning!

    I’m looking forward to acquiring additional certifications with Chanimal University!

    Imogen Fannon

    Image #1 from Imogen Fannon
  7. Melisss Combrinck
    April 29, 2021
    Rated 5 out of 5

    Excellent course filled with Ted’s tried and tested methods for product success. It’s easy to follow and includes all the resources you need. Very well structured and full of priceless resources to build a successful channel.

    Melissa Combrink
    Marketing Manager
    ValuSource

    Image #1 from Melisss Combrinck
  8. Kate Collins
    April 23, 2021
    Rated 5 out of 5

    I highly recommend the Certified Channel Management course provided by Chanimal! I learned so much and can’t wait to learn more.

    Kate Collins
    ManoByte

    Image #1 from Kate Collins
  9. Liam Kilcline
    April 23, 2021
    Rated 5 out of 5

    I thoroughly enjoyed the CCM course, it covers all of the areas you need to know about and Ted does an excellent job of breaking it all down into bite-size chunks! I look forward to working my way through the electives & the other courses on offer!

    Liam Kilcline
    Channel Mechanics

    Image #1 from Liam Kilcline
  10. Mike O’Connell
    January 2, 2021
    Rated 5 out of 5

    As someone building a program from scratch, this course has brought a ton of clarity and direction to me. A month ago this was brand new to me and now I feel well prepared to begin building. In addition to providing more resources than you’ll ever need, Ted also makes himself readily available for questions and help along the way. Truly a 5 star course.

    Mike O’Connell
    Channel Manager
    Thankview

    Image #1 from Mike O'Connell

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