The Managing the Technology Channel educational session is one of the most highly rated member benefits for CompTIA vendor and distributor members. This curriculum arms early and mid-career channel managers with the skills needed to plan with your partners strategically.
Please REGISTER now to join us live onsite the day after the Benelux Regional Meeting in Mechelen on 7 February, 2025 from 8:30 -13:00.
The training course module descriptions are below. Managing the Technology Channel Part 1:
1. Defining a Successful CAM
• Identify terminology important to a CAM.
• Describe the skills, relationships, and environments necessary for a high-performing channel account manager.
• Evaluate competency and skills by completing a self-assessment.
2. Developing a Partner Value Proposition
• Assess capacity planning.
• Describe the importance of creating a partner value proposition.
• Examine information needed to build a partner value proposition.
• Build a partner value proposition.
3. Aligning and Prioritizing Partners
• Compare and contrast the priorities of various decision-makers in a partner organization.
• Identify partner priorities through discovery questions.
• Apply best practices to align company priorities with partner priorities.
4. Evaluating and Accelerating Productivity
• Describe techniques to accelerate partner productivity.
• Measure partner performance through key metrics.
• Use best practices to accelerate productivity
5. Building a Ramp Plan
• Evaluate the framework of ramp phases and the partner lifecycle.
• Identify the components of a ramp plan.
• Identify best practices for keeping ramp plans on track.
6. Managing Channel Partners
• Identify the information you need to build a partner profile.
• Describe partner performance and partner management strategies.
• Describe approaches for dealing with channel conflict.
• Describe best practices for partner communication, engagement, and management.
7. Marketing with Channel Partners
• Describe the value of partner marketing programs.
• Describe the CAM’s role in marketing.
• Apply best practices for building a repeatable partner marketing system.
8. Partner and Customer Experience
• Identify ways to focus on the partner experience.
• Identify ways to focus on the customer experience.