SEchannels: SEskills for Channels SEs
SEchannels is a 2-day course specifically designed for Channels Sales Engineers (ChSEs). ChSEs learn to apply engineering principles to establish a solution relationship with their partners and to assess and empower the solution sales skills of their Partner SEs and sales teams. ChSEs are provided structure in their approach to establishing and maintaining healthy partner relationships.
SEchannels shows the Channels SE how to assess partners, improve the partner’s effectiveness, and enables them to be successful selling your solutions. Through a series of workshops, the ChSE documents sales intelligence to share with the Partner SE and sales team.
ChSEs apply engineering principles to "Engineer the Solution Relationship Sale”. They learn to effectively qualify partners, compete against alternatives vying for the partnership, and establish a solution relationship. This will decrease the necessary time spent supporting their partner.
The Channel SE will learn to:
- Align with the Channel Sales Rep’s partner business strategy
- Reduce time spent supporting ineffective partners
- Assess the needs of the partner from the partner’s point of view
- Assess the partner’s solution and revenue generation capability
- Eliminate technical obstacles preventing the relationship
- Develop an improvement plan for partners with assessed potential
- Enable partners to achieve their revenue goals by empowering them with valuable sales intelligence and best practices
As a course deliverable, the ChSE creates a technically oriented "get well" enablement plan for one of their partners.
| SEbase, an SE Knowledgebase, is used as a training aid to capture the ChSEs’ sales intelligence which will be shared with partners. ChSEstart, SEchannels Technical Account Review Tool, is used to facilitate development of a Channels Enablement Plan. Other channels specific tools are used to perform a partner gap analysis and assess which partners to best focus on. |  |
Post-training, it is important to assure that the principles of "Engineering the Solution Relationship Sale" are put into practice. A follow-up program implements new policies, procedures, and coaching to ensure correct use of important new SEchannels skills.