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business Intermediate 21 lessons

B2B Channel Partnerships

Scale through partners. Build Reseller, ISV, and SI (System Integrator) ecosystems to multiply revenue without adding headcount.

Direct sales is hard to scale. Channel partnerships allow you to leverage other companies' sales forces. This course teaches you to build an Ecosystem Strategy. You will learn the difference between VARs (Resellers), SIs (System Integrators like Accenture), and ISVs (Tech Partners). Master partner enablement, channel conflict management, and revenue sharing models. Essential for SaaS companies looking to scale beyond direct sales.

✅ 100% Free & Lifetime Access
⏱️ 5-Minute Lessons (Bite-sized learning)
🚀 21-Lesson Path (Independent modules)
📱 Mobile Friendly (Learn anywhere)
Channel Chiefs
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Secure Enrollment via SSL

Complete Course Syllabus

  • 1
    Channel Types
    Resellers, Referral, Tech Partners, and OEMs.
  • 2
    Program Design
    Creating Tiers (Gold/Silver) and margin structures.
  • 3
    Enablement
    Training partners to sell and implement your tool.
  • 4
    Conflict Mgmt
    Rules of Engagement when channel vs direct compete.
  • 5
    Co-Selling
    Mapping accounts to attack deals together.

Estimated completion time: 21 lessons • Self-paced learning • Lifetime access

Career Outlook

Estimated Salary
$120k - $180k

Career Paths

Channel Manager $110k-$160k
Head of Partnerships $150k-$220k
Ecosystem Director $170k-$240k

What You Will Learn

Design partner programs with clear tiers and incentives
Recruit and enable System Integrators (SIs) and VARs
Manage channel conflict between direct and partner sales
Structure revenue share and referral agreements
Build a 'Marketplace' strategy for tech partners

Skills You Will Gain

Channel Sales Partner Management Ecosystem Strategy Business Dev Contract Negotiation

Who Is This For

Partner Managers
Head of Sales
BizDev Leads

Prerequisites

Sales/BizDev Basics

B2B Channel Partnerships FAQs

Sales role?

Yes, indirect sales management.

Tech heavy?

For ISV/Tech partners, yes (API integrations).

Startups?

Usually Series B+; requires product market fit first.

Tools?

We use PRM software concepts and account mapping.

Need more info?
All Reork courses are 100% free, self-paced, and fully accessible on mobile devices. No prior experience is required. Read our full Platform FAQ.

Tech Stack & Tools

PRM (Partner Relationship Mgmt)
Salesforce
Crossbeam

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