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Jul 29, 2013

CompTIA Expands IT Channel Training Options with New Sales Playbooks

Created to help IT channel companies enhance sales competency and effectiveness
Orlando, Fla., July 29, 2013CompTIA, the global non-profit association for the information technology (IT) industry, today expanded its education and training curriculum for IT companies with the introduction of new Sales Playbooks.

The Playbooks combine workshop sessions with templates and training materials designed to help IT sales teams hone their skills in prospecting activities and sales campaigns for emerging technology solutions.

The first two playbooks – on cloud-based storage and cloud-based backup and recovery – launch here this week at CompTIA ChannelCon 2013, the premier education and partnering event for the IT channel.

“We’ve tapped the best minds in the industry to create useful tools that any solution provider can use to enhance their sales training and marketing message development,” said Kelly Ricker, senior vice president, events and education, CompTIA.

Solution providers can use the playbooks as the basis for their own individualized solution playbook.

Initial Focus on Cloud-Based Solutions
The advent and rapid customer acceptance of cloud computing has made many cloud-based solutions a viable reality for customers seeking reliable, affordable technology options and for solution providers in search of new revenue-generating offerings.

In CompTIA’s Cloud Based Storage Workshop participants learn how to develop the tools to identify, target, position and close new opportunities in cloud-based storage.

Similarly, the Cloud-Based Backup and Recovery Playbook Workshop focuses on new opportunities in cloud-based backup and recovery.

Both sessions are intended for managers looking to build marketing materials and develop sales training to enable their field teams to maximize revenue.

Topics covered in the workshops include understanding customer needs and challenges; the technology landscape; scoping and qualifying questions; and articulating customer benefits for specific solutions.

To augment the playbooks, CompTIA has introduced a new Quick Star Session and Quick Start Guide on Improving Sales Performance with Solution Playbooks.

CompTIA Quick Start Sessions are faculty-led presentations that offer participants a simple, how-to approach to starting a new business model or practice. The corresponding guide offers step-by-step instructions in a particular technology or market, including actionable advice from those who have been successful in the business segment.

In addition to the Sales Playbooks, CompTIA this week also unveiled other new training options for IT channel companies. Visit the CompTIA Newsroom for more details.

CompTIA offers a comprehensive portfolio of live workshops, printed and downloadable training guides, business credentials and other training options, all designed to help IT channel companies expand and grow their business. Visit CompTIA Channel Training to learn more.

About CompTIA
CompTIA is the voice of the world’s information technology (IT) industry. Its members are the companies at the forefront of innovation; and the professionals responsible for maximizing the benefits organizations receive from their investments in technology. CompTIA is dedicated to advancing industry growth through its educational programs, market research, networking events, professional certifications, and public policy advocacy. Visit www.comptia.org, http://www.facebook.com/CompTIA and http://twitter.com/comptia.

Steven Ostrowski     
Director, Corporate Communications