Channel Management (CAM 101)
Our most popular training, CompTIA Corporate Vendor Members can earn an Executive Certificate in Channel Management Training with this 6-module online course. Module descriptions are listed below:
CAM 101 Objectives (each module is 1 hour)
Module 1: Know your game and the goal
At the end of this module, participants will be able to:
- Describe the skills necessary for a high-performing channel account manager
- Identify the IT channel terms participants are most/least proficient in
- Define the skills, relationships and environments that lead to successful outcomes
- Evaluate current competency and skills through a self-assessment
Module 2: Partner alignment and prioritization
At the end of this module, participants will be able to:
- Identify partner priorities through discovery questions
- Align company priorities with partner priorities
- Determine the best approach for dealing with channel conflict
- Compare and contrast the priorities of various decision-makers in a partner organization
- Assess capacity planning
Module 3: Understanding and Managing Multiple Channel Partner Models
At the end of this module, participants will be able to:
- Compare and contrast what partners do and how they make money
- Assess the structural components of partner types and models
- Determine how to get the information you need to build your partner profile
- Measure partner performance through key metrics.
- Identify best practices for engaging and managing partners
Module 4: Accelerating Partner Productivity
At the end of this module, participants will be able to:
- Assess partner potential and revenue
- Describe the activities necessary to accelerate partner productivity
- Evaluate the framework of ramp phases and the partner lifecycle
- Create their own ramp plans
- Determine best practices for keeping ramp plans on track
Module 5: Marketing Through and with Channel Partners
At the end of this module, participants will be able to:
- Build a repeatable marketing system for partners
- Describe the role a CAM has in Marketing
- Create best practices for building a partner marketing machine
- Calculate the value of partner marketing programs
- Develop performance strategies on limited budgets
Module 6: Trends in Emerging Technology and Customer Experience
At the end of this module, participants will be able to:
- Assess the top emerging technologies affecting the channel right now
- Determine why trends in emerging technologies and customer experience matter
- Evaluate the current buyer’s journey
- Describe trends in partner communication
- Identify the metrics necessary for evaluating customer satisfaction
Coursework Takeaways: Participant Guide, IT Channel Glossary, 30-60-90 day ramp plan template
Contact your member rep at [email protected] for information on how you can take advantage of Channel Account Management training.