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Best Practices


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lessons learned by e-bda deploying programmes in Europe and WW

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Best Practices

  1. 1. Best practices: training your Channel sales force worldwide<br />Jean-Richard Bloch<br />Founder e-bda<br /><br /><br />
  2. 2. Training your Channel sales force worldwide<br />What are your business objectives?<br />What are your learning objectives?<br />How will you measure the impact of your Channel training?<br />Easy seminar methodology to reduce risk, time to market and maximize results.<br />Some experiences<br />Some bad experiences ( lessons learned)<br />Contact us for more information<br /><br />
  3. 3. What are your business objectives?<br />You introduce a new product / service <br />You engaged a new Channel to sell your offerings<br />You want your channel to actively promote your products with their services<br /><br />
  4. 4. What are your learning objectives?<br />We usually translate your business objectives into “learning objectives”<br />What do we need to have them knowing at the end of the seminar?<br />New products’:<br />Features and benefits<br />How to sell to the new target market segments <br />May vary per region / country<br />BP: It usually takes a full one day workshop to build these learning objectives with your marketing and sales team.<br /><br />
  5. 5. How will you measure the impact of your Channel training?<br />Number of reported new opportunities through you CRM/SFA.<br />Net new Orders.<br />BP: To maximize a one off seminar we often recommend follow-up activities that may include:<br />Lead generation campaigns<br />Sales coaching (remote or local)<br />Dedicated community web site created<br />Incentives <br /><br />
  6. 6. Easy seminar methodology to reduce risk, time to market and maximize results.<br />Easy seminar is e-bda methodology to drive faster, safer and cheaper your Channel training campaign from A to Z.<br />Leverages 50+ programmes designed and delivered in EMEA, APAC, USA, LATAM.<br />Helps achieve 8 weeks time between initial kick-off workshop and pilot seminar.<br />Anticipates many of the roadblocks ( visible and invisible ones)<br />Evidences:<br />Helps train up to 2500 sales reps in 41 countries, 11 languages in less than 7 months.<br />Up to 7 seminars a day in different geographies<br />Provides communication to the countries and reporting to the central team<br />Includes programme management office and registration process outsourcing<br /><br />
  7. 7. Some experiences<br /><br />
  8. 8. Some bad experiences ( lessons learned)<br />Case #1: business objectives and content designed, trainers trained to deploy in Europe, communication didn’t come soon enough , local management didn’t consider the opportunity training their local channel partners. <br />Bad registration level measured.<br />“you were not on our radar screen soon enough, it’s always like this with HQ!!”.<br />Lessons learned:<br />Start communicating very early ( easy seminar helps)<br />Bring in the design team some local ( and reluctant) stakeholders to transform them into heroes !!<br /><br />
  9. 9. Contact us for more information<br />Jean-Richard BLOCH<br />Phone : +33 1 49 66 89 16<br />Mobile. : +33 6 15 77 06 98<br /><br /><br /><br />