SonicWall Managing the Technology Channel Custom Training by CompTIA
Online
Managing the Technology Channel Part 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.
Developing a Partner Value Proposition
Assess capacity planning.
Describe the importance of creating a partner value proposition.
Examine information needed to build a partner value proposition.
Build a partner value proposition.
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.
Evaluating and Accelerating Productivity
Describe techniques to accelerate partner productivity.
Measure partner performance through key metrics.
Use best practices to accelerate productivity
Building a Ramp Plan
Evaluate the framework of ramp phases and the partner lifecycle.
Identify the components of a ramp plan.
Identify best practices for keeping ramp plans on track.
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.
Describe best practices for partner communication, engagement, and management.
Marketing with Channel Partners
Describe the value of partner marketing programs.
Describe the CAM’s role in marketing.
Apply best practices for building a repeatable partner marketing system.
Partner and Customer Experience
Identify ways to focus on the partner experience.
Identify ways to focus on the customer experience.
Managing the Technology Channel Part 2
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.
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).
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.
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.
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.
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.
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.
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.