Certification exam
A test, written or performance-based, that a person must pass to earn a certification.
Partner & certification
Channel programs, partner enablement and the mechanics of certifying people to a standard.
33 terms
Certification program
A structured sequence of learning and assessments that ends in a credential proving role-specific competence, for employees or partners.
Channel partner
A third-party company that sells, refers or services your product to customers on your behalf.
Cloud marketplace
A cloud provider's online catalog where customers can buy software, often drawing down existing cloud spend commitments.
Co-marketing
Joint marketing between two companies, such as shared webinars, content or events, to reach both audiences.
Co-selling
A vendor and partner working the same opportunity together, sharing account insight and dividing roles in the sale.
Credential
Proof that someone has met a certification standard, often issued as a digital badge that can be verified and shared.
Deal registration
A process where partners register opportunities they source, earning protection and better margins on those deals.
Digital badge
A verifiable, shareable online credential that represents a completed certification or skill.
Distributor
A partner that buys from a vendor and sells to resellers, typically handling logistics, credit and scale.
Independent software vendor (ISV)
A company that builds and sells software, often integrating with or building on a larger platform.
Managed service provider (MSP)
A company that remotely manages a customer's IT or software operations for a recurring fee.
Market development funds (MDF)
Money a vendor gives partners to fund marketing and demand-generation activities.
Partner certification
A formal program that verifies a partner's people can sell, demo, implement or support a product to a defined standard.
Partner ecosystem
The full network of resellers, integrators, technology partners and referral partners around a product.
Partner enablement
Training, content and coaching that help partners position, sell and deliver your product as effectively as your own team.
Partner onboarding
The process of getting a new partner productive, covering program rules, product training, certification and first co-sell motions.
Partner portal
A dedicated site where partners access training, sales content, deal registration and program resources.
Partner program
The structure, benefits, requirements and tiers that govern how a company works with its partners.
Partner readiness
Whether a partner's team can actually pitch, demo and support your product to the standard you expect.
Partner relationship management (PRM)
Software for managing partner onboarding, communication, deal registration, training and performance.
Partner scorecard
A regular report on a partner's performance, such as pipeline, revenue, certifications and customer satisfaction.
Partner tiers
Program levels, such as Registered, Silver and Gold, that unlock more benefits as partners meet certification and revenue requirements.
Pass threshold
The minimum score a learner must reach on an assessment or roleplay to earn certification.
Performance-based assessment
An assessment where the learner demonstrates a skill, such as delivering a pitch or completing a roleplay, instead of answering multiple-choice questions.
Pitch certification
Verifying that a rep or partner can deliver the core pitch or demo to standard, usually through a scored recording or live roleplay.
Proctoring
Supervising an exam to confirm the candidate's identity and that the work is their own, either live or with software.
Recertification
Periodically re-verifying a credential so skills stay current as products and messaging change.
Referral partner
A partner who introduces opportunities in exchange for a fee without running the sale themselves.
Reseller
A partner who buys and resells your product to end customers. A value-added reseller (VAR) bundles in its own services.
Systems integrator (SI)
A partner, often a consultancy, that implements and connects software within a customer's broader technology environment.
Technology partner
A company whose product integrates with yours, creating joint value for shared customers.
Value-added reseller (VAR)
A reseller that bundles your product with its own services, such as implementation or support, before selling to customers.