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
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.
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).
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.
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.
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.
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.
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.
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.
