The Managing the Technology Channel educational session is one of the most highly rated member benefits for CompTIA vendor members. This curriculum arms early and mid-career channel managers with the skills needed to plan with your partners strategically. Join us LIVE for Part 1 at the EMEA Member & Partner Conference to take part and earn your certificate of completion.
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.