Building on the foundations of Part 1, Managing the Technology Part 2 is an eight-module bootcamp that prepares Channel Account Managers to improve the vendor value proposition through strategic partner planning, enabling recurring revenue, and developing a better understanding of the partner experience and customer experience.

Module 1:

• Conducting partner assessments.
• Explain the value strategic partner planning.
• Apply best practices for strategic planning with partners.
• Apply best practices for using partner asessments for greater returns.

Module 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).

Module 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.

Module 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.