Fundamentals of Channel Management

Certificate - Premier ContentPublished : October 09, 2014


The reason the environment of IT channel firms is called an “ecosystem” is because it functions as a self-sustaining organism. Your firm is a component in that ecosystem, whose actions have consequences that flow through that system, benefitting your customers directly but also impacting the ecosystem indirectly.

This 20-minute online course is designed to complement the world-class, face-to-face training you may receive as a CompTIA Premier Member. Its purpose is to lay the conceptual groundwork for you to plan your IT channel firm’s role in the broader ecosystem.

One tool you’ll be given is the Matrix Model — a two-axis chart on which you plot the relationship of an IT channel partner, to your own firm. The business model a channel partner has worked out for itself is based on two key variables: specifically, when and how it gets paid.

  • The type of engagement that firm has with you, may be directly related to whether it gets paid before, during, or after the engagement.
  • The class of service it offers may determine whether that transaction takes place as a lump sum, or after meeting set objectives or milestones, or on a recurring basis.

When you begin your face-to-face training on comprehensive IT portfolio management, you’ll want to be ready with the concepts, vocabulary, and graphical tools you need to glean the most value from that educational experience. Register now and begin your journey toward excellence in IT channel management.



Please note: Delivery of channel education sessions is limited to CompTIA vendor and distributor members. If you are a solution provider, please contact your vendor or distributor partner to receive access.

Next Steps

  • If you are interested in having CompTIA deliver training at your live or web event please email us here.
  • If you would like to offer your solution provider partners access to e-Learning for the Executive Certificate sessions in: Mobility, IT Security, or Cloud Intermediate please email us here.
  • If you prefer to speak to someone directly regarding questions about training content or delivery and format of CompTIA Channel Education or courses, please contact Blythe Girnus (630) 678-8356(630) 678-8356 or email bgirnus@comptia.org. If you are currently not a Premium Member please contact Marquis Rodgers.

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