A tailored course, built for your situation
Final Call on Partner Program Design
Own the structure, incentives, and rollout of channel partner frameworks without escalation
$199 one-time
24-hour access provisioning
30-day money-back guarantee
Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
The situation this course is for
Who this is for
Senior channel strategy practitioner in a global systems integrator or managed services provider, responsible for designing, adjusting, or governing partner programs without direct P&L authority
Who this is not for
Individual contributors managing partner onboarding only, or sales leaders focused solely on deal-level enablement without structural design input
What you walk away with
- Authority to set partner tier qualification thresholds without escalation
- Ownership of incentive structure changes for co-sell and referral programs
- Final sign-off on GTM motion rules between partners and delivery teams
- Pre-approved variance framework to adjust program terms regionally
- Cross-functional alignment playbook for legal, finance, and sales operations
The 12 modules (with all 144 chapters)
Module 1. Defining Partner Tier Thresholds
Learn how to set revenue, certification, and attach-rate requirements for partner tiers with defensible benchmarks.
12 chapters in this module
- Mapping common tier models in services firms
- Setting minimum revenue thresholds by region
- Certification requirements for technical partners
- Attach-rate benchmarks for cloud workloads
- Specialization-based upgrades
- Recertification cycles and grace periods
- Benchmarking against AWS Partner Network tiers
- Weighting for strategic focus areas
- Handling partner appeals process
- Documenting tier rule logic
- Change management for tier updates
- Approval workflow for new entrants
Module 2. Incentive Structure Design
Build payout models for referral, co-sell, and managed services that align partner behavior with firm goals.
12 chapters in this module
- Co-sell vs referral distinction
- Payout percentage bands by margin tier
- Minimum deal size filters
- Holdback conditions for delivery
- Bonus multipliers for strategic tech
- Recurring revenue incentives
- Marketing development fund triggers
- SPIF design for partner reps
- True-up mechanisms
- Accounting treatment for payouts
- Partner tax documentation flow
- Incentive calendar alignment
Module 3. GTM Motion Rules
Define how partners enter deals, qualify opportunities, and share customer data with the vendor.
12 chapters in this module
- Deal registration eligibility
- Protection window duration
- Minimum discount authority
- Lead validation thresholds
- Customer handoff protocols
- Joint pursuit cadence
- Conflict resolution process
- Territory overlap rules
- Named account registration
- Deal registration scoring
- Registration audit trail
- Escalation path for disputes
Module 4. Program Governance Model
Establish oversight cadence, review cycles, and stakeholder alignment for ongoing program health.
12 chapters in this module
- Steering committee composition
- Quarterly KPIs to track
- Partner scorecard design
- Remediation process for underperformance
- Annual program review cycle
- Change request intake
- Regional variance approval
- Legal review triggers
- Finance alignment points
- Sales leadership feedback loop
- Partner advisory council
- Public program update rhythm
Module 5. Partner Onboarding Framework
Standardize intake, training, and enablement for new partners entering the ecosystem.
12 chapters in this module
- Application criteria checklist
- Due diligence steps
- Compliance attestation
- Technical onboarding flow
- Sales training certification
- Marketing readiness review
- First deal support package
- Onboarding timeline
- Dedicated onboarding manager role
- Launch announcement protocol
- Early success tracking
- Exit process for inactive partners
Module 6. Regional Program Adaptation
Apply global frameworks to local markets while maintaining consistency.
12 chapters in this module
- Identifying regional variance needs
- Localized incentive adjustments
- Language and currency handling
- Local compliance requirements
- Tax and invoicing differences
- Partner legal entity registration
- Regional approval workflow
- Headquarters alignment protocol
- Benchmarking against local peers
- Localization playbook
- Pilot market rollout
- Global harmonization review
Module 7. Partner Performance Management
Measure, report, and act on partner performance with structured reviews.
12 chapters in this module
- KPI selection by partner type
- Performance dashboard design
- Scorecard distribution rhythm
- Underperformance warning stages
- Remediation planning
- Joint business planning
- Growth target setting
- Coaching plan integration
- Recognition program design
- Termination criteria
- Appeals process
- Documentation archive
Module 8. Conflict Resolution Protocol
Resolve partner-versus-partner or partner-versus-direct sales conflicts efficiently.
12 chapters in this module
- Conflict types classification
- Initial dispute intake
- Evidence collection from partners
- Neutral adjudicator role
- Escalation thresholds
- Customer preference validation
- Historical involvement weight
- Geographic ownership rules
- Deal size impact
- Resolution timeline
- Appeals process
- Precedent tracking
Module 9. Partner Advisory Councils
Leverage top partners as strategic advisors through structured engagement.
12 chapters in this module
- Council member selection
- Meeting frequency
- Agenda development
- Confidentiality agreement
- Idea feedback loop
- Roadmap preview sharing
- Executive representation
- Travel and event budget
- Output distribution plan
- Member rotation policy
- Success metrics
- External promotion rules
Module 10. Program Communication Strategy
Inform partners and internal teams about program changes clearly and consistently.
12 chapters in this module
- Internal comms calendar
- Partner announcement flow
- Change summary one-pagers
- FAQ development
- Sales briefing sessions
- Webinar planning
- Portal update schedule
- Translation needs
- Feedback collection method
- Misalignment correction
- Leadership messaging
- Crisis communication plan
Module 11. Technology Stack Integration
Align partner data flows across CRM, partner portal, and finance systems.
12 chapters in this module
- CRM deal registration sync
- Lead distribution logic
- Portal access provisioning
- Single sign-on setup
- Incentive tracking integration
- Payment system linkage
- Data privacy compliance
- Audit trail requirements
- API usage policy
- Error handling process
- System downtime protocol
- Vendor support SLAs
Module 12. Program Evolution Planning
Anticipate and plan for next-phase changes based on market and internal shifts.
12 chapters in this module
- Market trend monitoring
- Competitor program benchmarking
- Internal stakeholder input
- Technology roadmap alignment
- Pilot design for new features
- Feedback synthesis
- Change impact assessment
- Staged rollout plan
- Legacy rule sunsetting
- Partner transition support
- Results measurement
- Program vision update
How this maps to your situation
- Adjusting partner tier requirements ahead of renewal
- Designing a new co-sell incentive for cloud migration
- Resolving a conflict between two partners on a deal
- Rolling out a regional variation in EMEA
Before vs. after
Before
Changes to partner program rules require alignment across legal, finance, and sales leadership before implementation.
After
You own final call on tier rules, incentive adjustments, and GTM motion changes, empowered to act without waiting on senior review.
What's included with your purchase
- 12 modules with 12 chapters each (144 chapters)
- Downloadable templates and worked examples for every module
- Hand-built implementation playbook delivered alongside course access
- 30-day money-back guarantee
Delivery and format
- Course and learning environment access provisioned within 24 hours of purchase
- Hand-built implementation playbook delivered alongside course access
Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.
Time investment: Approximately 3 hours per module, self-paced over 6-8 weeks.
How this compares to the alternatives
Unlike generic 'channel management' courses, this program focuses specifically on who decides what in partner program design, giving you clear ownership of structural choices others escalate.
Frequently asked
Who is this course for?
Channel Partner Executives and Partner Strategy Managers who influence or own the rules of partner programs in global services firms.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Will this help me manage partner conflicts?
Yes, Module 8 gives you a structured protocol to resolve disputes quickly and fairly, reducing escalations.
$199 one-time. Approximately 3 hours per module, self-paced over 6-8 weeks..
Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.
30-day money-back guarantee·
144 chapters·
Hand-built playbook included·
Account access within 24 hours