Certificate in Strategic Channel Sales

14 modules


Course Length
20 hours

Michael Kelly

19 Feb 2019



Considered the global gold standard in training and certification for channel sales professionals, the Certificate in Strategic Channel Sales will provide you with a strong foundation in the core concepts, frameworks, best practices and tools for strategic channel sales with your channel partners. This Certificate will also instill confidence in both current and future employers that you have the knowledge they need to drive successful performance through a portfolio of channel partners

As with all of our courses, the Certificate in Strategic Channel Sales has been reviewed and approved by our Industry Advisory Council.


  • Learn both the basics and creative ways to motivate your channel partners, depending on their specific business model.
  • Understand best practices in joint solution selling.
  • Discover ways to help partners extend your products to enhance value to customers.
  • Develop partner business reviews that create a roadmap to high performance.
  • Learn best practices in everything from joint prospecting to managing conflict.


By completing/passing this course, you will attain the certificate Official Certificate of Competence from The Channel Institute

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Module 1: Foundations & Terminology
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Module 2: Motivating Partners
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Module 3: Joint Value Proposition
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Module 4: Joint Business Planning
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Module 5: Joint Solution Selling
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Module 6: Joint Prospecting
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Module 7: Joint Pipeline Qualification
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Module 8: Partner Positioning
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Module 9: Evaluating Partner Performance
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Module 10: Managing Relationships, Loyalty & Conflict
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About the Examination
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Examination for the Certificate in Strategic Channel Sales
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Feedback Survey - Certificate in Strategic Channel Sales
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Added 10 days ago, by Bryan
I have been in channel sales now for 1.5 years. This course has improved my vocabulary, awareness, and how to manage our line of business.
Added 5 months ago, by Anonymous
Two thumbs up!
Added 9 months ago, by Mustafa
A very good course that helped me to understand the best practices and the basics of channel sales strategy
Added over 1 year ago, by Anonymous
Really pleased the company I worked for funded this as it has given me a lot more confidence and reference points to work with.
Added over 1 year ago, by matthieu
Great refresher for channel managers and highly recommended for junior channel managers that wish to develop their career. Might fall a bit short for senior channel managers.
Added over 1 year ago, by Yury Marcela
Added over 1 year ago, by Tom
Added over 1 year ago, by Anonymous
This brings refreshing terminology and to gain my mind set.
Added over 1 year ago, by Eric
overall very good contents.
Added over 1 year ago, by Sean
I am very impressed with the variance and depth that the course offers and has created some great conversations internally in our organization.

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