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CompTIA Vendor Managing the Technology Channel Part 2

June 26 - 29, 2023 at 11:00 AM (CDT)/5:00 PM (BST) /6:00 PM (CEST)

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.

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