Description
Managing the Technology Channel Parts 1 & 2 are 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. Module descriptions are below.
Managing the Technology Channel - Part 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.
- 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.
- 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.
- Evaluating and Accelerating Productivity
- Describe techniques to accelerate partner productivity.
- Measure partner performance through key metrics.
- Use best practices to accelerate productivity
- 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.
- 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.
- 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.
- Partner and Customer Experience
- Identify ways to focus on the partner experience.
- Identify ways to focus on the customer experience.
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.