Managing the Technology Channel (MTC) Part 1 & 2

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Managing the Technology Channel 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.”

Key Takeaways

Module 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.

Module 2: Developing a Partner Value Proposition 

• Assess capacity planning.
• Explain the importance of a partner value proposition.
• Develop a partner value proposition.

Module 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.

Module 4: Evaluating and Accelerating Productivity 

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

Module 5: Building a Ramp Plan

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

Module 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.
• Apply best practices for partner communication, engagement, and management.

Module 7: Marketing with Channel Partners

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

Module 8: Adapting to Industry Trends

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

Managing the Technology Channel 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.

Key Takeaways

Module 1: Conducting Partner Assessments 

• Describe effective time management strategies.
• Identify KPIs to track partner progress toward goals.
• Apply best practices to analyze partner assessment results.

Module 2: Strategic Partner Planning and Methodology

• Describe strategic partner planning, monitoring data, and methodologies.
• Explore and assess how to effectively use QBRs to initiate strategic conversations with partners.
• Use best practices and templates for Quarterly Business Reviews (QBRs).

Module 3: Understanding the Buying Process

• Explain the value vendors offer partners and highlight key wins by partner role.
• Understand the buying cycle and the influence of channel partners’ vendor selection.
• Identify strategies that drive repeatable sales during partner commitment.

Module 4: Value Proposition Statements

• Develop value propositions to attract channel partners.
• Classify partner GTM abilities and their response to value propositions.
• Create tailored value propositions for the CAM’s key partner types and GTM strengths.

Module 5: Understanding Systems

• Identify key components of the supply chain.
• Explain the back-end and front-end functions.
• Explain how to structure systems for partner success.

Module 6: Understanding Partner Business

• Explore partner business types and their operational factors.
• Examine the lifecycle of a cloud offer within a partner business.
• Understand how financial, operational, service, product, and marketing systems drive success and add value.

Module 7: Identifying Recurring Revenue Strategies

• Explore why recurring revenue is essential for long-term business stability.
• Learn effective strategies to build and maintain successful recurring revenue streams.
• Understand what partners need from vendors to sustain long-term recurring revenue success.

Module 8: Developing Financial Acumen

• Identify key criteria for evaluating partners.
• Describe methods to analyze partner financials.
• Demonstrate how to leverage partner financials in conversations.