CompTIA Managing the Technology Channel Part 2

10347 Generic Community Meeting Promotional Assets_Managing the Technology Channel Industry Education Assets

Managing the Technology Channel Part 2 (f/n/a CAM 201) 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. Module descriptions are below.

Managing the Technology Channel Part 2

  1. Conducting Partner Assessments
    • Explain the value of strategic partner planning.
    • Apply best practices for strategic planning with partners.
    • Apply best practices for using partner assessments for greater returns.
  2. Strategic Partner Planning & Methodology
    • Describe strategic partner planning, monitoring data, and methodologies.
    • Explore and assess how to effectively use QBRs to initiate strategic conversations with partners.
    • Best practices and templates for Quarterly Business Reviews (QBRs).
  3. Understanding the Buying Process
    • Explain the value vendors provide to partners and establish the key wins by partner role. 
    • Use the buying cycle to understand the channel partners and learn how to influence partners along their vendor selection journey.
    • Identify strategies used during the partner commitment process that can influence repeatable sales.
  4. Value Proposition Statements
    • Develop value proposition statements to partners and their buyers, and evaluate value proposition statements and their impact on channel partner recruitment.
    • Classify partner go-to-market (GTM) abilities and identify how those capabilities play a role in the partner’s response to the values identified.
    • Construct a value proposition statement that resonates with the CAM’s primary partner type and GTM abilities.
  5. Understanding Systems
    • Describe the supply chain.
    • Describe back-end and front-end systems and their functions.
    • Explain how to organize and support organizational systems to enable channel and partner success.
  6. Understanding Partner Business
    • Consider the various partner business types and operational considerations.
    • Review a day in the life of a cloud offer through a partner business
    • Understand how the financial, operational, services, product and marketing systems impact your success. 
    • Describe key areas that bring value.
  7. Identifying Recurring Revenue Strategies
    • Explain the importance of recurring revenue. 
    • Identify best practices to support recurring revenue models.
    • Identify the critical elements partners need from their vendors to ensure that a stable recurring revenue model succeeds long-term.
  8. Developing Financial Acumen
    • Identify best practices for assessing partners.
    • Explain how to analyze partner financials.
    • Explain how to use a partner's financials to position conversations.
Please contact [email protected] with any program questions

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