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Steve Ostrowski
Senior Director, Corporate Communications
(630) 678 - 8468
sostrowski@comptia.org
Roger Hughlett
Director, Corporate Communications
(202) 503 - 3644
rhughlett@comptia.org
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The Managing the Technology Channel educational session is one of the most highly rated member benefits for CompTIA vendor members. This curriculum arms early and mid-career channel managers with the skills needed to plan with your partners strategically. Join us LIVE for Part 1 at the EMEA Member & Partner Conference to take part and earn your certificate of completion.
Managing the Technology Channel Part 1
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.
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.
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.
4. Evaluating and Accelerating Productivity
• Describe techniques to accelerate partner productivity.
• Measure partner performance through key metrics.
• Use best practices to accelerate productivity
5. Building a Ramp Plan
• Evaluate the framework of ramp phases and the partner lifecycle.
• Identify the components of a ramp plan.
• Identify best practices for keeping ramp plans on track.
6. Managing Channel Partners
• Identify the information you need to build a partner profile.
• Describe partner performance and partner management strategies.
• Describe approaches for dealing with channel conflict.
• Describe best practices for partner communication, engagement, and management.
7. Marketing with Channel Partners
• Describe the value of partner marketing programs.
• Describe the CAM’s role in marketing.
• Apply best practices for building a repeatable partner marketing system.
8. Partner and Customer Experience
• Identify ways to focus on the partner experience.
• Identify ways to focus on the customer experience.
$2 trillion – Estimated direct economic impact of the U.S. tech industry, representing 8.8% of the national economy.
582,000 – Number of tech business establishments in the U.S.
9.1 million – U.S. net tech employment at the end of 2022.
286,400 – Estimated number of new technology jobs added in the U.S. in 2022.
4.1 million – Number of postings by U.S. employers for tech job openings during 2022.