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SonicWall Managing the Technology Channel Custom Training by CompTIA

May 30, 2023 - June 2, 2023 9:00 AM (CDT) (Part 1) June 5 - 7, 2023 9:00 am (CDT) (Part 2)

Managing the Technology Channel Part 1

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.
2. 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.
3. 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.
4. Evaluating and Accelerating Productivity
   • Describe techniques to accelerate partner productivity.
   • Measure partner performance through key metrics.
   • Use best practices to accelerate productivity
5. 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.
6. 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.
7. 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.
8. 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

1. 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.
2. 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).
3. 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.
4. 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.
5. 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.
6. 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.
7. 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.
8. 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.

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