Office 365 Channel Development, Management and Strategy Course

Module 1 Introduction to the Course
Unit 1 Intro to the Channel Content
Unit 2 Detailed Intro to the Course
Unit 3 Introduction of Dr. Salonen - Course Facilitator
Module 2 SaaS Impact on Software Vendors
Unit 1 SaaS Impact on ISVs
Unit 2 SaaS Impact on Channels
Module 3 Tools to Model Your Business
Unit 1 Tools to Model Your Business
Unit 2 Defining Solution Value
Unit 3 Defining a Business Model
Module 4 Examples from the Real World
Unit 1 Examples from SharePoint-Office 365 World
Unit 2 Example of Office 365 Business
Module 5 Channel Strategy and Business Model - Part 1
Unit 1 Channel Strategy and Business Model Introduction
Unit 2 Scaling the Growth with Channel Partners
Unit 3 Channel Development and Management Life Cycle
Unit 4 Questions to ask when setting Channel Strategy
Unit 5 Sample Channel Performance Metrics
Module 6 Defining Channel Model and Value
Unit 1 Defining Channel Model and Value - Introduction
Unit 2 Key Questions When Defining Our Value Proposition
Unit 3 Segmentation-Targeting-Positioning-Value-Proposition
Unit 4 Value Canvas with Business Model Canvas
Unit 5 Sales Channel Options for a Software Vendor
Unit 6 Different Channel Positioning Opportunities
Module 7 Target Market Segments and Focus
Unit 1 Target Market Segments and Focus Introduction
Unit 2 Identify Market Sweet-Spot
Unit 3 Segmentation-Targeting-Positioning-Value Proposition
Unit 4 Defining the Complexity of Solution
Unit 5 Segmentation Acid Test
Unit 6 Contemplation on Channel Segmentation
Unit 7 Summary - Defining Value for Your Solution
Unit 8 Vendor Program Structure Analysis
Unit 9 Learnings from Part 1
Module 8 Channel Planning and Management - Part 2
Unit 1 Channel Planning and Management - Part 2
Unit 2 Defining Ecosystem Role
Unit 3 The Microsoft Ecosystem and You
Unit 4 Types of Partners in Microsoft Ecosystem
Unit 5 Integrated Offerings and Bundles
Unit 6 Defining and Building Your Reseller Channel
Unit 7 Partner Maturity Model
Unit 8 Phases of Selecting Optimal Partner Profile
Module 9 Channel Business Model
Unit 1 Channel Business Model Introduction
Unit 2 Channel Alignment
Unit 3 Potential Questions from Your Prospective Channel Partner
Unit 4 Aligning Software Business Model with Channel Business Model
Unit 5 Defining ISV Solution Value Chain
Unit 6 Being Smart with Pricing
Unit 7 Channel Compensation
Module 10 Defining Optimal Channel Profile
Unit 1 Defining Optimal Channel Profile Introduction
Unit 2 Some Facts about the Channel
Unit 3 Defining Characteristics for an Optimal Channel Profile
Unit 4 ABC Partnership Options
Unit 5 Sample Partner Type Comparison
Unit 6 Channel Validation and Implementation
Module 11 Channel Partner Outreach
Unit 1 Channel Partner Outreach Introduction
Unit 2 Some Facts about Channel Outreach
Unit 3 Outreach Steps and Actions
Unit 4 Outreach Phases and Actions
Module 12 Supporting Your Channel
Unit 1 Supporting Your Channel Introduction
Unit 2 Reasons for Channel Churn
Unit 3 Software Vendor Channel Support Areas
Unit 4 Learnings from Part 2
Module 13 Channel Management and Execution
Unit 1 Channel Management and Execution Part 3 Introduction
Unit 2 Channel Management and Execution Detailed Introduction
Unit 3 Business Planning and Forecasting
Unit 4 Execution on Plans and Follow-up Cadence
Unit 5 Dealing with Direct and Indirect Sales
Unit 6 Managing Channel Leads and Retaining the Channel
Unit 7 Identifying what can kill channel business
Module 14 Business Development with the Channel
Unit 1 Business Development with the Channel Introduction
Unit 2 Guiding Principles and Critical Success Factors
Unit 3 Marketing Program Structure Best Practices
Unit 4 Channel Sales Process and Activities
Unit 5 Marketing Initiatives and Working with Microsoft
Module 15 Roles and Responsibilities with the Channel
Unit 1 Roles and Responsibilities with the Channel Introduction
Unit 2 Defining Roles and Responsibilities
Unit 3 ISV Sales and Delivery Process
Unit 4 Defining Partner Program Levels
Unit 5 Roles and Responsibilities - Areas to be defined
Unit 6 Defining Roles and Responsibilities for the Channel
Unit 7 Learnings from Part 3