October 15th, 2025

Managing the Technology Channel (MTC) Part 1

Managing the Technology Channel Part 1 offers those in channel management roles the opportunity to further develop the skills and knowledge needed to lead initiatives and investments that drive indirect sales revenue. This eight-module bootcamp is designed to give participants the mindset, concepts, knowledge, and skill to grow into an “evolved channel manager.”

 

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Meeting Date & Time:

15 October, 8:30AM - 1:00PM

Sofitel London Heathrow
Terminal 5, London Heathrow Airport
TW6 2GD LONDON
United Kingdom
+44 20/87577777

Please contact [email protected] with any questions.

Key Takeaways

Module 1: Defining a Successful CAM

  1. Identify terminology important to a CAM.
  2. Describe the skills, relationships, and environments necessary for a high-performing channel account manager.
  3. Evaluate competency and skills by completing a self-assessment.

 Module 2: Developing a Partner Value Proposition

  1. Assess capacity planning.
  2. Explain the importance of a partner value proposition.
  3. Develop a partner value proposition.

 Module 3: Aligning and Prioritizing Partners

  1. Compare and contrast the priorities of various decision-makers in a partner organization.
  2.  Identify partner priorities through discovery questions.
  3. Apply best practices to align company priorities with partner priorities.

 Module 4: Evaluating and Accelerating Productivity

  1. Identify proven techniques to accelerate partner productivity.
  2. Measure partner performance using key metrics.
  3. Apply best practices to accelerate productivity.

 Module 5: Building a Ramp Plan

  1. Understand the phases of the ramp planning process and partner lifecycle.
  2. Identify key components of an effective ramp plan.
  3. Apply best practices to keep ramp plans on track.

 Module 6: Managing Channel Partners

  1. Identify the information you need to build a partner profile.
  2. Describe partner performance and partner management strategies.
  3. Describe approaches for dealing with channel conflict.
  4. Apply best practices for partner communication, engagement, and management.

 Module 7: Marketing with Channel Partners

  1. Understand the value of partner marketing programs.
  2. Clarify the Channel Account Manager’s (CAM’s) role in partner marketing.
  3. Apply best practices for scalable, repeatable partner marketing systems.

 Module 8: Adapting to Industry Trends

  1. Recognize IT Channel trends and how they impact channel management. 
  2. Identify methods to adapt to change and address challenges.
  3. Identify ways to strengthen partner relationships and improve customer experience.

 

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