June 25, 2025

Managing the Technology Channel (MTC) Part 2

Building on the foundations of Part 1, Managing the Technology Part 2 is an eight-module bootcamp that prepares Channel Account Managers (CAMs) 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.

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Meeting Date & Time:

25 June, 2025

12:30pm - 5:00 pm

Location:

The Lowry Hotel
50 Dearmans Place, Chapel Wharf, Salford
Manchester, M3 5LH, GB

Onsite parking is available for £15 per 8 hours or £28 per 24 hours.

Dress code is business casual.

Please contact [email protected] with questions.

 

Key Takeaways:
  • Identify strategies and tools for strategic partner planning by taking a deep dive into ramp planning and Quarterly Business Reviews
  • Master the buyer’s journey and key operational structures to solidify your back office efficiency from the inside out
  • Lock In recurring revenue strategies and develop financial acumen to accelerate your growth and maximize your returns
  • Take the next step to reimagine the way you build partnerships, scale your business, and nurture your clientele
 Modules Highlights:

1. Conducting Partner Assessments

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

 
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).
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.
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.
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.
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.
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.
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.
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