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.