English 

Welcome & Course Overview 

Welcome

The Channel Problem No One Wants to Name 

The Invisible Work Partners Are Doing 

QUIZ:  3 Questions

Why Global Value Stops Working Locally

Why Partners Default to Price (And Why It’s Rational)

QUIZ 3 Questions

Partner Behaviour Is a Signal, Not a Problem

Why This Year Is The Breaking Point  

Why Buyers Choose “No Decision” 

Quiz 3 Questions

The Rise of “No Decision” Buyer

There Is No Single Value Proposition

Quiz 3 Questions 

Understanding Regional Buyer Psychology

Teaching Translation, Not Repetition

Translating Value, Not Repeating It

Building Locally Resonant Value at Scale

Scale Local Judgment Without Losing Control

Scaling Local Value Without Losing Control

Helping Partners Sell Without Discounting

Enabling Partners for Confidence, Not Compliance

The Future of The Channel 

Making Relevance a Competitive Advantage 

Activating Value at the Local and Partner Level

Differentiation in a Crowded Market

From Vendor Messaging to Partner Selling Language

Activating Value Locally

Translating Global Software Value To Local Impact

Case Studies : Local Value In Action 

Case Studies Analysis 

Enablement Assets

Regional & Partner Maturity Enablement Adaptation

Sell It Where You Are

Wrap up

Final Thoughts 

Applying Local Value in Practice

Practical Cheat Sheet for Channel-Led Growth

WORKBOOK 

Your Opinion Matter to Us  

Training Evaluation

<h2 id="01ebc990-9d9a-4da8-82ca-c9bd19ca2043" data-toc-id="01ebc990-9d9a-4da8-82ca-c9bd19ca2043" style="font-size: 24px; font-weight: 600; line-height: 1.2;">Training Overview</h2><p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">Selling through partners across regions is becoming increasingly difficult.<p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">Despite strong products and experienced partners, many organisations are seeing longer sales cycles, increased discounting, and a rise in “no decision” outcomes.<p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">This programme explores why global value propositions often fail to resonate locally, and how to address that challenge in a practical, scalable way.<p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">Rather than focusing on scripts or messaging, the programme builds a core capability: translating global software value into locally relevant business meaning that partners can confidently use in real sales situations.<hr><h2 id="a461561d-b95a-474c-850a-fe786dc59abe" data-toc-id="a461561d-b95a-474c-850a-fe786dc59abe" style="font-size: 24px; font-weight: 600; line-height: 1.2;">Learning Objectives</h2><p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">By completing this course, learners will be able to:<ul style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);"><li>Understand how local market forces influence buyer decision-making</li><li>Identify why partners struggle to defend value in different regions</li><li>Recognise the risks of relying on generic, global value propositions</li><li>Support partners in articulating value without defaulting to price or features</li><li>Apply structured thinking to improve deal momentum and reduce stalled opportunities</li></ul><hr><h2 id="aaca9272-fb63-4c2a-a158-2ee80b551f72" data-toc-id="aaca9272-fb63-4c2a-a158-2ee80b551f72" style="font-size: 24px; font-weight: 600; line-height: 1.2;">Who Should Enroll</h2><p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">This training is intended for:<ul style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);"><li>Software vendors selling through channel partners</li><li>Channel, partner, and alliance managers</li><li>Distributors, resellers, MSPs, and system integrators</li><li>Sales and enablement professionals operating across regions</li></ul><p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">The programme is suitable for learners with experience in partner-led or indirect sales models.<hr><h2 id="7f114353-b881-4b96-b71f-2bfa1bc74d01" data-toc-id="7f114353-b881-4b96-b71f-2bfa1bc74d01" style="font-size: 24px; font-weight: 600; line-height: 1.2;">Course Format &amp; Resources</h2><ul style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);"><li>Self-paced online modules</li><li>Short, focused video lessons</li><li>Downloadable learner workbook and PDFs&nbsp;</li><li>In-depth reading materials and practical examples</li><li>Case Studies</li><li>Reflection and application exercises</li><li>Quizzes</li><li>Certificate of completion&nbsp;</li></ul><p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">Learners can complete the course at their own pace and revisit materials as needed.<hr><h2 id="5c4e96fc-6959-4434-b956-7d65138c27bd" data-toc-id="5c4e96fc-6959-4434-b956-7d65138c27bd" style="font-size: 24px; font-weight: 600; line-height: 1.2;">Estimated Duration</h2><p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">Approximately 4 to 5 hours &nbsp;<hr><p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">In today’s market, relevance determines momentum.<p style="font-style: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.3); -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px; text-decoration: none; caret-color: rgb(0, 0, 0); color: rgb(0, 0, 0);">This training programme helps learners build the judgment and clarity needed to enable partners, defend value, and support better decision-making across diverse markets.

The Local Value Advantage for Software Vendors & Distributors

Nadia Bougherbi

Language

Level

What you will learn

Understand how local market forces influence buyer decision-making

Identify why partners struggle to defend value in different regions

Recognise the risks of relying on generic, global value propositions

Support partners in articulating value without defaulting to price or features

Apply structured thinking to improve deal momentum and reduce stalled opportunities

Course content

Course Description

FAQ

This Course Includes