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.