Channel Partner Programmes: Partner Tiers, Margins & Rebates, Deal Registration, Marketing Development Funds, Partner Pipeline & Programme ROI
Run a reseller and partner programme by the numbers. You will place partners in tiers by revenue and certifications, compute discounts, rebates and deal-registration margins, accrue and pay marketing development funds, track partner-sourced and partner-influenced pipeline, compare direct and partner margins and measure the programme's return, with every cell checked as you go.
One-time payment · lifetime access · lessons, labs, exam and certificate included · no subscription.
About this course
In this course you run a fictional reseller programme by the numbers. You place partners in tiers with approximate-match lookups on revenue and certified staff, give each the lower tier and flag who moves up or down. You compute tier discounts, our net price and the partner's margin, accrue quarterly growth rebates and settle the year-end payout. You check deal registrations for conflicts with COUNTIFS and MINIFS, add the extra discount and expiry status, accrue and cap marketing development funds with EOMONTH expiry, measure sourced and influenced pipeline and win rates, compare direct and partner deals and finish with programme ROI per tier and a chart.
Lessons
- Partner Tiers: Revenue Thresholds, Certification Requirements and Tier Changes per Year Pro
- Partner Margins: Tier Discount off List, Our Net Price, the Partner's Margin and How Far It Can Discount Pro
- Growth Rebates: Quarterly Tiers on Growth, Accruals and the Year-End Payout Pro
- Deal Registration: Conflict Checks, First-Come Approval, the Extra Discount and Expiry Pro
- Marketing Development Funds: Accrual on Revenue, Capped Claims, Unused Funds and Expiry Pro
- Partner Pipeline: Sourced vs Influenced, Open Pipeline, Win Rate and Revenue per Active Partner Pro
- Direct vs Partner: Net Revenue, Cost to Serve per Deal and the Break-Even Partner Discount Pro
- Programme ROI & Dashboard: Incremental Revenue, Programme Costs, ROI per Tier and a Chart Pro