How you can leverage your LMS to manage your channel partners and see business results sooner
If you’re one of the 80% of businesses that use channel partners as a revenue source, you’ve likely faced some of the same common challenges that stall revenue growth for companies like yours. You need to be able to protect your brand by delivering engaging and relevant training materials to channel partners. You must manage an ever-growing partner network efficiently while preventing and preparing for conflicts. Lastly, you need to have ways in place to evaluate and modify partner channel practices to achieve the desired results.
Luckily, you can leverage a learning management system (LMS) to address these core issues. A new Docebo publication, “Powering Partner Performance Through Channel Training,” examines the complicated chaos of channel partner networks to reveal common problems and best practices for ensuring healthy partnerships.
The excerpt below shows seven ways to leverage a learning management system to reveal untapped channel partner profits. More than just a means for training, an LMS can reinforce necessary knowledge and create paths to manage every aspects of the relationship.
1. White Labeling
Use white labeling on all communication, marketing and training material to reinforce brand cohesion. Choose an LMS that offers customization features and give each partner their own portal that they can configure to suit their needs.
2. Learning From Variety
An LMS can deliver knowledge in a variety of ways to ensure every learner is supported. Backup instructor-led classroom training with online and mobile learning materials that can be accessed at the point of need. Formal training alone has a low retention rate when not paired with on-the-job training, so make sure partner channels get some hands-on experiences as well.
3. Social Tools Unlock Knowledge
Social tools can be used to unlock the hidden expert knowledge within the parent organization for channel partners. Channel partners can use message boards within an LMS to pose questions for industry experts. Peers can also answer questions and rate these answers to ensure only the best information is used.
4. Incentivize and Gamify for Growth
Gamification and rewards can be a powerful tool to encourage partner channel engagement. A learning management system with gamification and automatic reward rules can simplify the task of incentivizing partner channels. Channel administrators can setup automatic rewards based on performance and use an LMS to monitor progress and distribute rewards.
5. Automate Training
An LMS can deliver training material to channel partners faster with automatic enrollment rules and certificates. Enrollment rules can be configured to ensure the right members receive the training they need, without the need for manual assignment. This way, your partners get the certificates they need to prove they’re ready to represent your brand, and your LMS administrators don’t have to lift a finger.
6. Communication for Conflict Resolution
LMS social tools can be a powerful resource for conflict prevention and resolution. Required courses within the LMS can be used to enforce rules of engagement. Partner deal registration systems can be explained with a course with required certification to ensure they know the rules.
7. Monitor, Evaluate and Revise
The best learning management systems can deliver analytical data that is mission critical to the channel’s success, but sales data is only part of the equation and can only show how a partner channel is performing. It doesn’t show the weaknesses within the partnership, but you can tie training data to sales data to paint a clearer picture of your relationship. A good LMS will provide this data across all training modalities, not just formal online learning environments.
Read the full report now to capitalize on the full potential of your channel partners and see a better return on channel investment with less hands-on management.