A professional development program for tomorrow’s top channel sales professionals and executives
What is the Pathway Program?
In today’s rapidly changing technology environment, understanding both the future and fundamentals of the channel is imperative for vendor employees and solution providers who want to advance and become leaders in their company and the industry as a whole.
To date, education initiatives have been a patchwork quilt of corporate sponsored training, “one of” online seminars, over-focused or unfocused leadership retreats, and expensive correspondence courses that may feature good information, but lack professional recognition acknowledgment.
The Canadian Channel Chief Council’s Pathways program changes all that. Built on six core competencies identified by industry champions, participants are challenged to explore the priorities and then demonstrate an advance understanding of each area. Workshops and mentorship opportunities will be available to help ensure each candidate’s success.
The Competency Pillars
To achieve certification and earn the Channel Chiefs Trust Mark, participants must demonstrate superior understanding in the areas of strategy, finance, managing change, channel building, marketing and operations. Understanding the fundamentals of the issues at play will open the door to advanced thought leadership opportunities for candidates and strengthen the entire channel community.
The pillars that need to be understood by today’s most promising sales professionals and executives
What is the channel? Why do you need it? How can you leverage your channel to find customers, uncover new leads and grow your business?
Pinpointing budget for channel build, enablement, and activation. Managing the bottom line. Channel forecasting.
Why marketing is becoming a key competency for the community. Understanding how to market through partners and with them.
Sustainable recruitment practices for new and existing channels.
Understanding and navigating operational best practices across all partner delivery methods.
Guiding the transition between traditional and new models.
Exploration of the six pillars can take up to 24 months, allowing participants to progress at their own pace. The learning continuum is focused around the candidate’s own company and tailored to ensure maximum impact for both vendor and solution sides of the channel. It is only by ensuring the highest levels of understanding are achieved that the Channel Chief accreditation will become the required industry standard for progressive companies.
There are two Pathways designations. Accredited Channel Management Chief for channel leaders in existing senior roles and Accredited Channel Manager for channel players who wish to develop into a more senior role.
Participants are assigned to a peer group that is led by a working Channel Chief. Pathway candidates are required to attend four group mentoring sessions per year but are also encouraged to attend focused breakfast sessions and complimentary workshops. Candidates and mentors work collaboratively to develop a “check-in” system that is suitable to their joint circumstances.
Benefits of the C4 Pathways Program
In addition to the official accreditation, the career-enhancing connections and professional development opportunities that are central to the Pathway program, participants can take advantage of other benefits. They include:
- Active learning and engagement through involvement with industry committees
- Complimentary access to research funded by the Canadian Channel Chiefs Council
- Discounted registration for relevant industry workshops
- Improved peer-to-peer communication
- Certification through exam of six core pillars leading to Trust Marks
Trust marks are awarded based on testing conducted around the six pillars. Trust marks are an indication of business acumen, technology knowledge and both hard and soft skills. Companies and individuals use trust marks to build customer confidence. Some firms report trust marks leads to higher conversion rates. The awarding of trust marks will be tailored to the specific skill sets and positioning of the participants. Successful candidates have exclusive use of the C4 Trust mark and can use it on their LinkedIn profile, business cards and corporate promotional material.
The Final Exam
The Pathways final exam is 90 minutes in length with candidates appearing before a panel of at least three senior industry leaders. Our prestigious examiners include:
President of Tech Data Canada Inc. Under his leadership, Tech Data has become one of the primary providers of IT products, logistics and value-added services to Canada’s IT channel.
Former GM of VMware Canada. A proven business executive with a track record of building and leading channel sales teams for major global technology companies.
Former GM of C2G is a 28–year veteran of the IT industry. Walsh has been a part of executive leadership teams with Ingram Micro Canada and NEC.
Former North American channel chief of Avaya. She also held senior marketing and sales positions roles at Ingram Micro, Symbol Technologies and Motorola.
Pathways is a premium professional development and accreditation program for channel executives interested in pursuing leadership roles. The cost includes all instructional material, white papers, workshops and unlimited access to Canadian Channel Chief Council research. It also includes one-year membership in the Canadian Channel Chief Council. The base price is $899. Discounts are available for current members or companies signing up more than one individual.
To register or for more information, contact
416 290 0240 ext.188
Purchase Pathways Online