TekEdge is a Strategic Business Partner for B-hive Business Services, Bangalore, which helps organizations who distribute products & services via channel partners. SRD Vijay Kumar, CEO at B-hive Business Services has designed Channel Management 101ONLINE COURSE, which is very job-relevant to train their employees, fresher’s (campus recruits with no experience) and lateral hires with previous selling experience but new to channel sales.

An IT Industry veteran, Mr. Vijay Kumar with over 37 years of global business experience was formerly with HCL India, HP, Groupe Bull (France) – Arabian Gulf, PSI Data Systems, PowerTel Boca (now Citrix), former CEO-IDS, Training India spanning AGCC, Australasia, South Africa & USA.  A thought leader who has significantly contributed several articles published in Business India, Financial Express, Data Quest, Business Gyan etc has been offering his services to companies like Nokia, HCL, TVS Electronics, Carl Zeiss, CRM Orbit, Epiance, Reach Technologies, eSpark, etc.

Currently TekEdge helps B-hive in Sales Life Cycle Management services which include market penetration, infiltration of its own network, new business development opportunities, forging alliances with the corporate world & enabling associations with specific business management institution’s in Hyderabad & Pune.

The CM 101 Program contents relate to distribution of all products & services & the subject matter is not biased to any specific geography. Channel Management 101 course has 12-recorded class sessions grouped to 3-topics of the CM 101 program, to provide the learner with a 360° knowledge presented in conversational style. Each class session is presented in 90-minutes. Upon enrollment participants shall be given access to pre-recorded lessons and reading supplements available @ WizIQ that can be reviewed any number of times before attending the live web class.

Participants shall be mandated to complete their self-study before they come for the live class. This way knowledge will be equal among all participants and their presence in the live class will be highly interactive!

After learning the 4-recorded sessions relating to a topic, the participants shall attend the live web class. Each of the live class shall be for 90-minutes duration. Participants shall discuss what they have learnt, interact with other participants and clarify their doubts, if any, during the live web class.

After completing the 3-live web class sessions, the participants shall undergo a 2-hour workshop. The topics and associated lessons are given below:-

a)      Channel Introduction

b)      Channel Types & Architectures – which one is right for you?

c)       Partner selection techniques – profiling, screening, negotiations & appointment

d)      Anatomy of an Agreement – how to understand legalese with ease!

e)      Marketing Plan development – Managing expectations of your partners and your company

f)       Channel Operations

g)      Program Development – how to develop channel policies?

h)      Motivating your channel – lead generation/management, go-to-market strategy

i)        Incentives – designing schemes, deals, promos,

j)        Service & Support – how to convert a cost center to a revenue source?

k)      Channel Management

l)        Enablement – Constant communication to enhance partners’ knowledge

m)    Relationship based selling – managing key accounts for sustained revenue & goodwill

n)      Performance Management – metrics to evaluate results

o)       Managing Conflicts – Understanding the causes & resolving disagreements

For more details on the online course content & other in-house/in-person/onsite workshops please contact