Channel Account Management (CAM) Training

Our most popular training, CompTIA Corporate Vendor Members can earn an executive certificate in channel management training with this 6-module online course. Module descriptions are listed below:

CAM 101 Objectives (each module is 1 hour)

Module 1: Know Your Game and the Goal

At the end of this module, participants will be able to:

  • Describe the skills necessary for a high-performing channel account manager.
  • Identify the IT channel terms participants are most/least proficient in.
  • Define the skills, relationships and environments that lead to successful outcomes.
  • Evaluate current competency and skills through a self-assessment.

Module 2: Partner Alignment and Prioritization

At the end of this module, participants will be able to:

  • Identify partner priorities through discovery questions.
  • Align company priorities with partner priorities.
  • Determine the best approach for dealing with channel conflict.
  • Compare and contrast the priorities of various decision-makers in a partner organization.
  • Assess capacity planning.

Module 3: Understanding and Managing Multiple Channel Partner Models

At the end of this module, participants will be able to:

  • Compare and contrast what partners do and how they make money.
  • Assess the structural components of partner types and models.
  • Determine how to get the information you need to build your partner profile.
  • Measure partner performance through key metrics.
  • Identify best practices for engaging and managing partners.

Module 4: Accelerating Partner Productivity

At the end of this module, participants will be able to:

  • Assess partner potential and revenue.
  • Describe the activities necessary to accelerate partner productivity.
  • Evaluate the framework of ramp phases and the partner lifecycle.
  • Create their own ramp plans.
  • Determine best practices for keeping ramp plans on track.

Module 5: Marketing Through and With Channel Partners

At the end of this module, participants will be able to:

  • Build a repeatable marketing system for partners.
  • Describe the role a CAM has in marketing.
  • Create best practices for building a partner marketing machine.
  • Calculate the value of partner marketing programs.
  • Develop performance strategies on limited budgets.

Module 6: Trends in Emerging Technology and Customer Experience

At the end of this module, participants will be able to:

  • Assess the top emerging technologies affecting the channel right now.
  • Determine why trends in emerging technologies and customer experience matter.
  • Evaluate the current buyer’s journey.
  • Describe trends in partner communication.
  • Identify the metrics necessary for evaluating customer satisfaction.

Coursework takeaways: Participant Guide, IT Channel Glossary, 30-60-90 day ramp plan template

Learn more about CAM training for vendor members: 

How to Identify, Develop Your Best Tech Partners: CAM Training Part 1

Managing, Motivating and Maximizing Your Partner Base: CAM Training Part 2

Contact your member rep at [email protected] for information on how you can take advantage of Channel Account Management training.