Improving Reseller Education Can Lead to Higher Revenue

By Gina Roos

Product vendors can garner healthier sales by improving the way they educate their reseller channel and moving to e-learning programs that give them access to training materials anywhere and at any time. That is one key takeaway from a discussion with Randhir Vieira, vice president of product marketing, at Mindflash, an e-learning software provider. Resellers represent many types of products and services, so they must have a breadth of knowledge and be able to quickly go deep when they need to for a particular customer, Vieira said. E-learning training programs that focus on helping salespeople become more knowledgeable about the product, capabilities, benefits and proof points, as well as how the product stacks up against the competition and how it affects the prospect's business will drive increased sales in the order of two to four times from the same resellers selling the product, said Vieira. "The days of providing this information in webinars are over. If that information isn't available to the salesperson when needed, it isn't going to be effective." Vieira shared with Channel Insider 10 tips for improving an enterprise's training program for partners and resellers.

This article was originally published on 2014-03-06
Gina Roos is a business and technology writer who has contributed print and Web articles to leading electronic industry publications. She was Editor-in-Chief at Electronics Sourcing North America, and served as Site Editor for UBM's Green SupplyLine and Electronics Supply & Manufacturing Websites. She also authored the "In the Channel" column, covering the electronics distribution industry for EETimes ProductWeek. Gina was the founder and editor of Electronics Advocate, an online magazine covering design and supply chain issues in the electronics industry. The publication was sold to MMG Publishing UK in 2010. Gina has a degree in journalism.