CP Week 1 – Strategy

Week #1 – Strategy – Learning Objectives:

1. Recite the six phases of the channel partnering process: strategy, recruiting, contracting, onboarding, enablement, and operations.
2. Describe how the Partnering Foundations course links to channel partnerships.
3. Describe the 6 elements of the Strategic Partner Leadership Model (SPLM) and how each element connects to channel partnerships.
4. Describe common resourcing issues faced by partnering programs. 
5. Describe the core types of channel partnering programs (ex. referral, resell).
6. Describe the categories of channel partners (ex. ISV, VAR, GSI, MSP).
7. Describe and create a Strategic Partnering Plan (SPP) for one of your channel programs accounting for your deepest level of segmentation.