online training

How to leverage video for partners training

3 min read Joana Fonseca, Head of Marketing & Inbound Sales

Great partners training will have a strong impact in your ability to scale your business and connect with these important stakeholders. Using video in your training has many advantages, especially since you’ll need to train your partners in different areas such as product, skills and your company and brand.

Let’s start with the main areas to consider in partners training. The obvious one would be your product or service. Then, there is skills training so they can be better at their job – these can be related to sales training, communication, accounting, marketing and so on. You’ll also want your partners to be able to use your platforms correctly whether it’s your CRM, Partners Management system, billing software or other. Last, but not least, it’s important to share knowledge about your company and your brand.

With video, you can address each one of these areas in a more effective way, as there are different video formats you can choose from depending on each course’s goal and has the added bonuses of maintaining consistency and being more engaging, its better retention rate and being able to make your training more personal without the need for travel costs and repeated sessions with a trainer.
Let’s see how.

How to use video for partners training

1. Product training

From onboarding to continuous training, your partners will need to have a deep knowledge of your product. This applies to any type of partner.
With video, you can show how your product works, whether it’s a software – through screen-casting (or recording the screen), a physical product – you can have real footage of how it looks and how to use it, or a service – you can use an animation or a presenter to explain it.

2. Skills training

Skills training is the most comprehensive area as it can be so many things, depending on what your partners do for your company. For sales channel partners, you may want to teach sales skills that can range from prioritizing leads, to creating rapport on the phone, to integrating educational content in the sales process, and so on. For franchisees, you may want to teach skills related to marketing, accounting, branding, and so on. These are just two examples, but you see where we’re going with this.

So, how can video make skills training more efficient? You can use video to show real-life situations with actual role-playing scenarios. These will help your partners retain knowledge and, quite literally, see how to handle certain situations.

With animation, you can make difficult products, concepts or processes easier to understand. Animation is great if you need to convey additional literacy on your product, its underlying technology, or related skills to be able to better understand it – and explain it. Also, if you need to explain a complex sales process, this type of video is the best option.


3. Software training

It’s highly likely that your partners will use a software to connect with your own, or even the same one. Many times, this type of training ends up as afterthought, however, if your partners can’t use your systems correctly ir can lead to inaccurate reporting, missed opportunities and low engagement.

Screen-casting is perfect video format to explain software, as can record the screen on your computer or mobile while explaining how to use the different features.


4. Company and brand training

It’s important that your partners feel like they are part of the family. This will keep them be motivated and help increase their sense of pride for doing a great job. You can achieve this by using actual team members to present the company, its values, mission, culture code, standards, safety and regulations, how your partners can help and fit into the organization, and so on.

Recording a presenter is a great option and the simplest format as you can easily do it with a smartphone or your computer camera, in a quiet room.

This type of video offers a very personal feel and creates a connection. You can have an onboarding welcome message from your CEO, the head of partners management describing the team and how you can help them, a best performing partner offering tips, an interview style video where you answer some FAQs... the possibilities (and benefits) are endless.

Also, your partners may need to know your brand and how to use it in different scenarios. For example, a franchisee will need to know your brand book well so they use your brand visuals correctly. Video will allow you to show it is a very direct way.

A video training programme for your Partners Academy will result in a boost of their confidence and motivation, a measurable increase in their knowledge and a likely decrease in operational mishaps. Your partners will be happier, more motivated and highly engaged — which will ultimately result in better performance and more sales.

If you are you not sure how to start and implement a Partners Training programme in your company, here is a practical guide with a 6 steps plan to setup Partners Training.
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Here is some additional knowledge you can dive into:

Key Success Factors for channel sales partners training (guide)
Building a great Partners Training Programme (article)
How to increase partners' engagement with your training (article)
Scale your operations smoothly with online Partners Training (article)
The Simple Economics of Online Partners Training (article + ROI calculator)
Improve operational efficiency with Partners Training (article)
8 quantifiable reasons to make training available to your key stakeholders (article)
12 tips to choose the right training platform (article)


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Tags: online training, partners academy, partners training, partners, partners success, video academy


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