Description
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.