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Channel Training Calendar
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For a complete channel training class schedule, see our channel training calendar.

Business Transformation Strategies

CompTIA provides a number of resources for solution providers to learn new strategies, improve their business practices and gain IT channel intelligence.



Channel Training Guides

Channel training guides walk solution providers through entering a new market or implementing a new strategy. Self-study guides range from educational white papers to an in-depth 10-week guide to building a social strategy for MSPs.

Our basic training guides, whitepapers and roadmaps are available to download for free.
Our 10-Week Guide is available to CompTIA members only.



Channel Training Courses

Channel training classes, presented by industry leaders, cover a practical, how-to approach to entering a new market or implementing a new strategy. All classes can be taken in-person, and many can be taken online. For a complete channel training class schedule, see our channel training calendar.

  •  Executive Certificate in Business Agility
    • Executive Certificate in Business Agility

      Faced with numerous forces transforming the business technology landscape, some channel businesses thrive, while others struggle to survive. CompTIA’s Executive Certificate in Business Agility provides a pathway for business leaders to thrive on their own terms, to adapt their businesses by choice, rather than chance. Participants walk away with a plan for making purposeful changes that align their current businesses with new market realities. Self-paced, online, and face-to-face learning options available.

      Part 1: The Case for Business Adaptation (On-demand resources)
      Part 1 of the program focuses on whether, and why, a channel business needs to adapt. Using videos, text, animations, and online assessments, part 1 introduces triggers for change, such as market changes and new technologies; explores case studies of IT businesses that have successfully adapted their business models; describes several options for change that range along a continuum from incremental to transformational changes; and provides an assessment tool for evaluating your business’ readiness for change. To access these resources visit www.comptia.org.

      Part 2: Evaluating Your Business
      Part 2 further explores channel business evolution as intentional change, rather than reactive response. It presents strategies for leaders to evaluate their businesses and offers a forum for discussing options to respond to market forces based on short-term and long-term priorities. Part 2 also introduces the CompTIA Business Systems Inventory tool. This resource aids business leaders in their evaluation of five key capacities within their businesses: Market Alignment, Opportunity Engine (Sales), Delivery Capacity, Business Operations, and Strategy and Leadership. Part 2 is available as a 60-90 minute training session offered either live-online or face-to-face.

      Part 3: Managing a Successful Business Transformation
      Part 3 builds on parts 1 and 2 by confirming the attitudes, skills, and readiness needed to make a successful structural business change. Offered as a full-day, face-to-face workshop, it begins by reviewing the Business Systems Inventory Tool used throughout the workshop and offered as a resource for participants to use going forward. The workshop examines, in-depth, the key business capacities to evaluate when considering business transformations: Market Alignment, Opportunity Engine (Sales), Delivery Capacity, Business Operations, and Strategy and Leadership. Part 3 also introduces a Business Model Calculator and a Business Startup Calculator. These tools are used in exploring how to think about hard numbers—revenue, cost, and profit—to be able to evaluate the value of a structural change and gain ideas for creating a case for change. Part 3 also examines the change management needs of a business adaptation and leads participants through a process for choosing adaptation goals for their companies. Participants leave this session with an action plan for charting out their business adaptation strategy.

  •  Executive Certificate in Maximizing Vendor Relationships
    • Executive Certificate in Maximizing Vendor Relationships

      To many, the channel may appear linear: Vendors offer products and services; distributors provide logistics; solution providers sell and deliver goods and services; end users consume. In reality, the channel is a maze of overlapping – and sometimes conflicting – processes and go-to-market strategies. Solution-pro¬vider success is contingent upon having a greater understanding of vendor-channel structure, motivations, and go-to-market instruments.

      This program offers insights into vendor-channel structures and operations, channel actors and roles, and the value propositions and metrics used by vendors to determine where to place resources. The goal: give solution providers the tools and understanding to have better success with their vendor product and services partners.

      Coming Soon

  • [+] Quick Start Session to the Art of the Deal
    • Quick Start Session to the Art of the Deal

      What are the various techniques used in deal-making for an IT solution provider? What do you need to consider when pricing a deal, and what are best practices for organizing the proposal? And how do you monitor deal profitability? This session seeks answers to these questions by covering the information in the Quick Start Guide to the Art of the Deal, a copy of which attendees will receive at the conclusion of the session.

      Find Channel Training Sessions through our Course Locator

  • [+] Quick Start Session to Cash Management Strategies
    • Quick Start Session to Cash Management Strategies

      What does cash flow look like for the average IT solution provider? How do you move your business from a short-term tactical cash flow process to a long-term strategic cash management model in order to grow your company? And what type of trend monitoring may help you better track your cash flow? This session seeks answers to these questions by covering the information in the Quick Start Guide to Cash Flow Management, a copy of which attendees will receive at the conclusion of the session.

      Find Channel Training Sessions through our Course Locator

  • [+] Quick Start Session to Digital Signage
    • Quick Start Session to Digital Signage

      Where are the opportunities in digital signage? What are the important technologies? How do I create a service offering around it? Should I? What are some of the lessons learned by those who’ve built businesses around it? This session answers these types of questions by covering the information in the Quick Start Guide to Digital Signage, a copy of which attendees will receive at the conclusion of the session.

      Find Channel Training Sessions through our Course Locator

  • [+] Quick Start Session to Easing Into Big Data
    • Quick Start Session to Easing Into Big Data

      What is Big Data? Is there a threshold data has to meet before it can be con¬sidered “Big”? How can you help your customers realize value from their data? How can you leverage the Big Data trend to grow your business? This session seeks to answer these questions by covering the information introduced in the CompTIA Quick Start Guide to Easing Into Big Data, a copy of which attendees receive at the conclusion of the session.

      Coming Soon

  • [+] Quick Start Session to Entering a New Vertical Market
    • Quick Start Session to Entering a New Vertical Market

      What does it take to tackle a niche market? The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? In this session, learn 10 steps to help you build an effective plan to assist your organization in becoming a dominant provider of IT solutions for your chosen vertical market. You’ll hear best practices on selecting a target vertical market and creating a profile for clients in that market, as well as identifying key influencers in the market and creating a positioning statement. This is a must-attend session if you’re looking to expand your business into a new vertical and want to minimize obstacles to entry. Session attendees also receive the CompTIA Quick Start Guide to Entering a New Vertical Market.

      Find Channel Training Sessions through our Course Locator

  • [+] Quick Start Session to Improving Sales Performance with Solution Playbooks
    • Quick Start Session to Improving Sales Performance with Solution Playbooks

      Does your sales team struggle to ask prospects the right questions to land them the deal? Is there consistency in how your solutions are messaged out into the marketplace? Do you have organizational clarity on what type of customers are best targeted with which solutions? This session introduces CompTIA Playbooks as a tool for addressing some of these challenges. The information in this session is based on the Quick Start Guide to Improving Sales Performance with Solution Playbooks, a copy of which attendees receive at the completion of the session.

      Coming Soon

  • [+] Quick Start Session to Market Intelligence Session: Rising above the Fray-Strategies for Minimizing Channel Conflict
    • Quick Start Session to Market Intelligence Session: Rising above the Fray-Strategies for Minimizing Channel Conflict

      Like injuries in sports or mosquito bites while camping, channel conflict is one of those “comes with the territory” realities that exist within the technology ecosystem. Yet according to CompTIA research, the incidence of conflict in the channel is growing more prevalent. Appropriate for both vendors and solution providers, this market intelligence session covers some of the reasons for the increase in conflict, presents best practices for managing channel conflict, and explores strategies for getting the most out of deal registration systems. Information in this session is based on CompTIA’s 3rd Annual State of Channel Study: Channel Conflict & Deal Registration Trends report, a copy of which is available for download by attendees.

      Coming Soon

  • [+] Quick Start Session to Mobile Marketing
    • Quick Start Session to Mobile Marketing

      Mobile is changing b2b buyer behavior in many of the same ways it’s challenging consumer brands. Are you addressing mobile in your marketing initiatives? Do you think it doesn’t apply to your business model or are you unsure what – if anything – to do in the mobile space? How does mobile apply to the marketing of IT products and services? Do you need a mobile-friendly website? What about mobile SEO? This session seeks answers to these questions by covering the information in the CompTIA Quick Start Guide to Mobile Marketing, a copy of which participants receive at the conclusion of the session.

      Find Channel Training Sessions through our Course Locator

  • [+] Quick Start Session to Operational Efficiency
    • Quick Start Session to Operational Efficiency

      Has your business experienced a decline in operating margins in the process of selling and supporting information technology products and services? What drives margins down for solution providers? How can solution providers improve margin performance? And what steps can be taken to increase operational efficiency and reduce margin “leaks?”? This session seeks answers to these questions by covering the information in the CompTIA Quick Start Guide to Operational Efficiency, a copy of which participants receive at the conclusion of the session.

      Find Channel Training Sessions through our Course Locator

  • [+] Quick Start Session to Profitable Partnering
    • Quick Start Session to Profitable Partnering

      Are you benefiting as much as you think you should from your vendor-partner relationships? Why do some vendors seem more responsive to you, while others dismiss you out of hand? What can you do to make your vendor partnerships a more profitable investment of your time and resources? This session explores answers to these questions by covering the information introduced in the CompTIA Quick Start Guide to Profitable Partnering, a copy of which attendees receive at the conclusion of the session.

  • [+] Quick Start Session to Selling IT to Retailers
    • Quick Start Session to Selling IT to Retailers

      Could establishing a vertical practice build your business? Have you considered the retail space? What technologies are important to retailers? How can you leverage your existing expertise to help retailers meet their business objectives? This session answers these and other similar questions by covering the information in the CompTIA Quick Start Guide to Opportunities in the Retail Sector, a copy of which attendees will receive at the conclusion of the session.

      Find Channel Training Sessions through our Course Locator

  • [+] Quick Start Session to Understanding the Profit & Loss Statement
    • Quick Start Session to Understanding the Profit & Loss Statement

      The Profit and Loss (P&L) Statement is your company’s performance report card. How can P&L data be used to identify areas of low performance? Can you use your P&L to identify strengths and weaknesses in your business to take actions that may move your business forward? What are some tips and best practices for reviewing a P&L? This session seeks answers to these questions by covering the information in the Quick Start Guide to Understanding the Profit & Loss Statement, a copy of which attendees will receive at the conclusion of the session.

      Find Channel Training Sessions through our Course Locator



CompTIA Business Credentials for the IT Channel

CompTIA Trustmark credentials improve business practices resulting in competitive differentiation and customer confidence by identifying IT companies that consistently follow best practices for a specific area of expertise. CompTIA Trustmark holders are required to complete and adhere to an extensive control framework for a specific area of expertise.

  • [+] CompTIA Business Trustmark™ UK
    • CompTIA Business Trustmark™

      The CompTIA IT Business Trustmark is designed to validate an IT company’s ability to demonstrate sound business practices and provide quality service. The applicant can be engaged in any type of value-add IT service, so long as it is based in the United Kingdom. The credential validates that an IT company follows industry best practices related to service agreements, standard operating procedures, and systems and tools for delivering its services. IT Business Trustmark holders get access to a variety of marketing and sales tools to help them drive additional revenue and enhance their reputation in the industry. By implementing this programme’s controls in their organiszation, IT companies will help the overall IT channel community.

  • [+] CompTIA Accredit UK Trustmark™ UK
    • CompTIA Accredit UK Trustmark™

      The CompTIA Accredit UK Trustmark is a mark of quality for the Information and Communications Technology (ICT) industry to show that a business holding the Trustmark will deliver ICT solutions to a high standard. The Accredit UK Standard was developed with an investment of approximately £2.8 million (~$4.5M) and aims to improve confidence in the ICT supply chain by measuring businesses against agreed criteria and by registering certified businesses with Accredit UK. This standard also provides guidelines for purchasers so that they can buy ICT solutions more effectively.



CompTIA Research & Market Intelligence

CompTIA research benchmarks business attitudes, purchase plans and technology preferences so solution providers can plan their selling strategy.

Research is available to CompTIA members only.

  • [+] The Role of IT Distribution in a Cloud World
    • The Role of IT Distribution in a Cloud World

      Published: January 2014

      In 2014, distributors hope to build on their cloud momentum with new product offerings and logistical capabilities built specifically for cloud resellers and providers. The anticipated market upheaval is likely to result in the need for a new type of provider in the world of cloud computing—one that can aggregate multivendor technologies at scale across both physical and virtual boundaries to deliver secure and reliable solutions that meet customers’ business, technological and regulatory needs.

  • [+] IT Industry Outlook 2014
    • IT Industry Outlook 2014

      Published: January 2014
      CompTIA's annual

      IT Industry Outlook provides a detailed look at IT industry growth rates, as well as key macro, technology and channel trends. This report incorporates data from CompTIA's IT Industry Business Confidence Index and other topical research studies. For 2014, CompTIA’s consensus forecast projects a worldwide IT industry growth rate of 3.4%, with upside potential of 5.9%. The forecast for the U.S. comes in at 3.0%, with upside potential of 5.4%.

  • [+] 4th Annual State of Channel Study
    • 4th Annual State of Channel Study

      Published: June 2014
      Published Generational Research on Technology and Its Impact on the Workplace

      Major shifts in the IT landscape, including the continued adoption of cloud-based solutions, are changing the industry in many ways, ushering in new business models, more diverse competition and non-traditional routes to market for technology. The impact on the IT channel has been significant, leading many channel firms down the path of business transformation to new models and markets.

  • [+] Research Study: Generational Research on Technology and Its Impact on the Workplace
    • Generational Research on Technology and Its Impact on the Workplace

      Published August 2013
      Published Generational Research on Technology and Its Impact on the Workplace

      This new and innovative study focuses on how technology impacts generational issues. The study explores how various demographic segments, such as Millennials, Gen X and Baby Boomers, learn about, acquire, use, engage with, and maintain a wide range of technologies.

  • [+] 3rd Annual State of Channel Study: Channel Conflict & Deal Registration Trends
    • 3rd Annual State of Channel Study: Channel Conflict & Deal Registration Trends

      Published May 2013
      Major shifts in the IT landscape, including the continued adoption of cloud-based solutions, are changing the industry in many ways, ushering in new business models, more diverse competition and non-traditional routes to market for technology. The impact on the IT channel has been significant, leading many channel firms down the path of business transformation to new models and markets.

  • [+] Research Study: International Technology Adoption & Workforce Issues
    • International Technology Adoption & Workforce Issues

      Published May 2013
      The global economy remains fragile, but the IT sector should out-perform. Businesses in several countries project solid increases in IT spending, while 4 in 10 businesses expect to hire new IT staff over the next 12 months.

  • [+] Research Study: 2nd Annual State of IT Channel Programs
    • 2nd Annual State of IT Channel Programs

      Published May 2013

      This report builds on previous CompTIA channel research in examining new and ongoing trends and developments in vendor partner programs and engagement mechanisms. The data was collected via an online survey of executives of 400 U.S. IT companies in February 2012. As a complement to the quantitative research, a series of in-depth interviews with IT channel executives at a cross-section of Fortune 500 technology vendors were conducted.

  • [+] Research Study: IT Industry Business Confidence Index - Quarterly
    • IT Industry Business Confidence Index - Quarterly

      Published Jan. 2013

      Heading into 2013, the CompTIA IT Industry Business Confidence Index Q1 reading remains essentially flat, although a few signs of optimism point to slow and steady improvement. The forward-looking component of the index projects a gain of 2.3 points, which if realized, puts the index at its highest point in two years. These results for Q1 are included in the report titled: IT Industry Outlook 2013.

  • [+] Research Study: Trends in the UK IT Industry
    • Trends in the UK IT Industry

      Published Nov. 2012

      As business becomes more global, it is important to understand the subtle differences in technology adoption and operational procedure from country to country. CompTIA’s Trends in the UK IT Industry offers an in-depth look at end user habits and channel firm practices in a country that produces £95 billion in IT revenue and has a very strong Internet economy.

  • [+] Research Study: Big Data Insights and Opportunities
    • Big Data Insights and Opportunities

      Published Sep. 2012

      The volume of worldwide data now doubles approximately every two years. Lower storage costs, more powerful processing and new data analytics tools have given companies better ways to make sense of this ever-growing deluge of data. At the same time, companies continue to wrestle with data silos and other data-related challenges. This CompTIA study focuses on the key issues associated with the big data trend.

  • [+] Research Study: IT Industry Outlook 2013
    • IT Industry Outlook 2013

      Published Jan. 2013

      CompTIA's Annual IT Industry Outlook provides a detailed look at IT industry growth rates, as well as key macro, technology and channel trends. This report incorporates data from CompTIA's IT Industry Business Confidence index and other topical research studies.

  • [+] Research Study: State of IT Channel Partner Programs
    • State of IT Channel Partner Programs

      Published May 2012

      IT vendors and their channel partners engage in a multifaceted business relationship that requires constant tinkering, give and take on both sides, and clear communications. When the partner programs that sit at the core of these rela­tionships work well, both vendors and channel companies typically have a good shot at hitting revenue and profitability goals. When programs don’t work well, both sides can suffer. This CompTIA research study explores a range of issues from both the perspective of vendors and channel partners to assess how the channel is evolving.

  • [+] Research Study: State of the IT Skills Gap
    • State of the IT Skills Gap

      Published Feb. 2012

      A skilled workforce is the lifeblood of the U.S. economy. For a number of reasons, gaps can emerge between the sup­ply and demand for certain types of skills. This CompTIA study explores the current and future outlook for IT skills, as well as the factors that contribute to skills gaps.

  • [+] Research Study: Retail Sector Technology Adoption Trends
    • Retail Sector Technology Adoption Trends

      Published June 2012

      The U.S. retail sector commands attention on many fronts. Not only is it one of the largest industry sectors from a sales and employment perspective, it routinely serves as the pulse of the U.S. economy. Technological innovation has transformed many industries, but the effects on the retail sector have been especially pronounced. Digital signage, POS payment developments, mobile-commerce, social engagement, customer analytics and a host of other tech­nologies make the retail sector an interesting space for IT firms. CompTIA's study explores a range of these issues.

  • [+] White Paper: The Digital Revolution - How IT Skills Drive Business Strategy
    • The Digital Revolution - How IT Skills Drive Business Strategy

      Published Jan. 2013

      The IT industry has matured to the point of being a critical component for business—not only as a supporting tool but also as a strategic driver of corporate initiatives. To take advantage of the new opportunities afforded by technology, companies must build the skills necessary to understand and utilize that technology. This whitepaper examines the trends taking place that have led to a digital tipping point for businesses and the steps that businesses must consider in order to compete in today's high tech environment.