Training People Who Don't Work for You: Dealer and Channel Partner Learning
There is a category of people who determine your revenue, represent your brand to customers, and handle your products every day — and who do not appear on your payroll, your HRMS, or your org chart. They are your dealers, your franchisees, your channel partners, your distributor networks, and in many industries they vastly outnumber your actual employees. An auto manufacturer's dealer network dwarfs its headcount. A consumer brand's distribution partners are the entire face of the company to retailers. A software company's implementation partners deliver most of what customers experience. In each case, the quality of these external people directly determines the organization's outcomes, and in each case the organization has almost no direct control over them. Training this population is a genuinely distinct problem, and it is the reason the extended enterprise LMS exists as a category. The instinct to treat it as "internal training, but for outside people"...