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Vendor Education

Managing the Technology Channel - Part 2: Module 5-8 (Formerly CAM Training)

11:30 AM–3:30 PM Aug 3, 2023 (US - Pacific)

Palazzo Ballroom D

Description

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 5:

  • Understanding Systems
  • Describe the supply chain
  • Describe back-end and front-end systems and their functions
  • Explain how to organize and support organizational systems to enable channel and partner success

Module 6:

  • Understanding Partner Business
  • Consider the various partner business types and operational considerations.
  • Review a day in the life of a cloud offer through a partner business
  • Understand how the financial, operational, services, product and marketing systems impact your success. 
  • Describe key areas that bring value.

Module 7:

  • Identifying Recurring Revenue Strategies
  • Explain the importance of recurring revenue.
  • Identify best practices to support recurring revenue models.
  • Identify the critical elements partners need from their vendors to ensure that a stable recurring revenue model succeeds long-term.

Module 8:

  • Developing Financial Acumen
  • Identify best practices for assessing partners.
  • Explain how to analyze partner financials.
  • Explain how to use a partner's financials to position conversations.