I am starting a channel partner training program at my company and have been having difficulty selling the pricing model to the channel managers. Anyone has suggestions on how to build a successful channel partner program?

thank you

(At this risk of embarrassing myself) OK, I'll ask.... what's a channel partner program?

this is a training program for resellers of my company's products

The first question that comes to mind is why charge resellers to learn how2 sell your product?

For experts in market segmentation-channels-collaborative partnerships you might want to check in with one of the following organizations:

Food Marketing Institute (FMI) www.fmi.org
Grocery Manufacturers of America (GMA) www.gmabrands.com

Their membership include many of the country's top grocery manufacturers and retailers...with extensive supply chain and channel experience.

very good question, but i see it as an investment incentive, a way to differentiate between serious resellers and non serious ones, the amount of knowledge/interest translates to discount level and certification level, difference betwee gold, silver, bronze partner