CompTIA EMEA CAM Training 101

CompTIA Corporate Vendor Members: Earn your Executive Certificate in Channel Management Training with this 6-module online course.  Join us July 7-9 and July 14-16 for one-hour sessions. Module descriptions are listed below.

Sessions are complimentary for CompTIA members.
Nonmembers pay £280 + VAT

CAM 101 Objectives (each module is 1 hour)

July 7, 2020 3:00pm BST - Module 1: Know your game and the goal

At the end of this module, participants will be able to:

  • Describe the skills necessary for a high-performing channel account manager
  • Identify the IT channel terms participants are most/least proficient in
  • Define the skills, relationships and environments that lead to successful outcomes
  • Evaluate current competency and skills through a self-assessment


July 8, 2020 3:00pm BST Module 2:
Partner alignment and prioritization

At the end of this module, participants will be able to:

  • Identify partner priorities through discovery questions
  • Align company priorities with partner priorities
  • Determine the best approach for dealing with channel conflict
  • Compare and contrast the priorities of various decision-makers in a partner organization
  • Assess capacity planning


July 9, 2020 3:00pm BST Module 3: Understanding and Managing Multiple Channel Partner Models

At the end of this module, participants will be able to:

  • Compare and contrast what partners do and how they make money
  • Assess the structural components of partner types and models
  • Determine how to get the information you need to build your partner profile
  • Measure partner performance through key metrics.
  • Identify best practices for engaging and managing partners


July 14, 2020 3:00pm BST Module 4: Accelerating Partner Productivity

At the end of this module, participants will be able to:

  • Assess partner potential and revenue
  • Describe the activities necessary to accelerate partner productivity
  • Evaluate the framework of ramp phases and the partner lifecycle
  • Create their own ramp plans
  • Determine best practices for keeping ramp plans on track


July 15, 2020 3:00pm BST Module 5: Marketing Through and with Channel Partners

At the end of this module, participants will be able to:

  • Build a repeatable marketing system for partners
  • Describe the role a CAM has in Marketing
  • Create best practices for building a partner marketing machine
  • Calculate the value of partner marketing programs
  • Develop performance strategies on limited budgets


July 16, 2020 3:00pm BST Module 6: Trends in Emerging Technology and Customer Experience

At the end of this module, participants will be able to:

  • Assess the top emerging technologies affecting the channel right now
  • Determine why trends in emerging technologies and customer experience matter
  • Evaluate the current buyer’s journey
  • Describe trends in partner communication
  • Identify the metrics necessary for evaluating customer satisfaction

Coursework Takeaways: Participant Guide, IT Channel Glossary, 30-60-90 day ramp plan template

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