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SonicWall Managing the Technology Channel Custom Training by CompTIA


10347 Generic Community Meeting Promotional Assets_Managing the Technology Channel Industry Education Assets
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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Fast Facts

  • $2 trillion – Estimated direct economic impact of the U.S. tech industry, representing 8.8% of the national economy.

  • 582,000 – Number of tech business establishments in the U.S.

  • 9.1 million – U.S. net tech employment at the end of 2022.

  • 286,400 – Estimated number of new technology jobs added in the U.S. in 2022.

  • 4.1 million – Number of postings by U.S. employers for tech job openings during 2022.