Virtual Labs for Channel Partner Training: Making the Last Mile Strong

By: David Hand, VP of DevOps Sales at Orasi Software

You have a great software application. You know it is unparalleled as a technology solution. Your customers swear by its quality, impact, and ROI. You achieve this when customers understand the product completely – and use the product effectively. And that’s where partners come in.

In the technology industry, the role of partners is indispensable. They are the ones who help you expand the reach and adoption of your products. Therefore, it is vital that you educate and train your channel partners well.

Training is an imperative

Here is why training is more than a check-the-box exercise for equipping your channel partners. Well-timed and well-executed training helps to,

1. Maximize the comprehension of a product’s features for partners and their teams. They are an extension of your team, your arsenal, to sell and explain your product features.
2. Prevent integration and deployment hassles. This is important as enterprises may not fully realize the benefits of an application due to poor implementation within their environments.
3. Give timely updates and version progress of the product.
4. Create confidence and excitement around a product that naturally extends to the customer.
5. Pre-empt any doubts, mishaps, and wrong perceptions about the product in the market.
6. Inspire curiosity and ownership about the solution, thus augmenting its stronghold through partners and driving more revenue.

However, for channel partner training, physical training environments remain a constraint.

Why it’s time to incorporate virtual options

Unlike regular training, sessions designed for partners have a unique set of challenges – both expected and unexpected. Some major challenges include,

1. Scheduling issues because most partners and their teams are not available at the same time and the same location.
2. The course content needs to be refreshed considering recent product updates, etc.
3. Partners might need extra time for clarification and a deeper dive into the specific features and benefits.
4. Some partners may have different training needs depending on their region, customer segment, maturity curve and scale.
5. Partner training does not achieve their intended goals if there’s not enough time and scope for two-way interactions and hands-on use and practice with an application.

A virtual training lab emerges here as a viable solution for these challenges. It also empowers the training sessions with clear advantages.

1. Real-time delivery of content
2. Two-way collaboration and interaction
3. Deeper understanding with hands-on training
4. Flexibility of time and space
5. Scalability as per the number of training participants
6. Flexible course design and updates according to product updates or trainee requirements
7. Less logistical issues
8. A cost-effective and highly adaptive form of training
9. Broad reach and anytime access
10. Simplicity and better engagement
11. Fun in learning

The gains are drawing many organizations now to replace physical approaches with hands-on virtual labs. So, if you have not considered a virtual lab for partner training, the time is now to try this alternative. You will soon discover that using a perfect virtual lab for partner training starts a domino effect of another kind – one that is positive, profitable, and reaches the user at the right time.