Vendor Education

Managing the Technology Channel - Part 1: Modules 1-4 (Formerly CAM Training)

9:00 AM–11:45 AM Aug 1, 2023 (US - Pacific)

Palazzo Ballroom D


Managing the Technology Channel Part 1 offers those in channel management roles the opportunity to further develop the skills and knowledge needed to lead initiatives and investments that drive indirect sales revenue. This eight-module bootcamp is designed to give participants the mindset, concepts, knowledge, and skill to grow into an “evolved channel manager.”


  • Develop strategies to choose, manage, engage, and assess partners for maximum growth
  • Evaluate and Accelerate partner productivity through measurement and tracking and managing partner relationships
  • Build ramp plans to support the partner lifecycle and apply emerging industry trends to strategize customer experience and partner satisfaction

Managing the Technology Channel, Part 1

Module 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.


Module 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.


Module 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.


Module 4:

  • Evaluating and Accelerating Productivity
  • Describe techniques to accelerate partner productivity.
  • Measure partner performance through key metrics.
  • Use best practices to accelerate productivity.