Chapter 8. Productivity in the Extended Enterprise: Internet Learning Offers a Competitive Edge with Channel Partners
Lisa Baumert, manager of marketing programs in the Customer Advocacy Group of Cisco Systems, coauthored this chapter.
Key Take-Away
Access to skills development, skills maintenance, and skills-assessment tools differentiates between vendors in the channel environment. With e-learning, channel partners can tap into a vendor knowledge base just as effectively as a direct sales forceanytime, anyplace. |
In the fast-changing vertical of information technology, the extended sales force of partners and reseller organizations needs to keep pace with technological and product developments just like the internal sales force. An extended enterprise, as a term, refers to all employees across a chain of suppliers and resellers who influence the eventual use and adoption of a product. The cost of skills development using traditional training techniques can be cost-prohibitive. The case study presented here describes the Cisco Systems approach to e-learning, which reduces the cost of developing a channel program for both the vendor and the reseller. |
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