Managing the Technology Channel Part 2 course

Dates
April 6 - 9, 2026

Time
11:00 am to 12:00 pm US CDT
17:00 to 18:00 BST
6:00 pm to 7:00 pm CEST

Who should attend
Channel account managers, partner success professionals, and channel program leaders

Prerequisites
GTIA recommends all attendees complete Managing the Technology Channel Part 1 before proceeding to Part 2. Check out https://gtia.org/events/ for the next offering or contact [email protected].

Learner outcomes

1. Strategically optimize the vendor value proposition.
2. Apply a symbiotic approach to growing profits by effectively aligning partner capabilities with vendor offerings, and
3. Build insights and skills to exceed partner and customer expectations, ensuring long-term success in an evolving channel.

Takeaways
Attendees who attend all four sessions will earn a certificate of completion. All attendees receive a companion workbook with tools to apply immediately to channel management.

Day 1: Conducting Partner Assessments, Strategic Partner Planning, and Methodology
Day 2: Understanding the Buying Process, Value Proposition Statements
Day 3: Understanding Systems, Understanding Partner Business
Day 4: Identifying Recurring Revenue Streams, Developing Financial Acumen

Cost
Free for employees of GTIA vendor and distributor member companies. This course has an equivalent value of approximately USD 2,500 or EUR 2,160.

Language
English

GTIA Instructor
Tracy Pound is Managing Director of Maximity Limited, with over 40 years’ experience delivering business systems and training across sectors including professional services, education, retail, and automotive manufacturing. She is an award-winning technology leader and former Chair of the Board of the global trade association GTIA, where she has held senior roles and continues to serve as Immediate Past Chair. Tracy is passionate about raising professional standards in technology, championing skills development and diversity, and supporting SMEs through consulting, training, and industry leadership.