How to Identify, Develop Your Best Tech Partners: CAM Training Part 1
Success in the tech industry doesn’t come easy. You need the right solutions, the right salespeople, the right marketers. But to really gain traction in the market, you need a deep pool of partners—solution providers, MSPs, integrators, etc.—capable of acting as an extended sales force for your products and services.
Building a broad, deep of talent partners requires a well-thought-out strategy because partners come in all shapes and sizes and treating them all equally is likely to end up frustrating you, your partners, and ultimately your customers.
To help tech vendors better understand the dynamics of a strong partner base, CompTIA has developed a series of training programs, Channel Account Manager (CAM) Training 101 for beginners, and CAM Training 201 for more advanced channel management initiatives. The programs are available for free to all CompTIA corporate members, but they’re also available to non-members for a fee as well.
Earlier this year, Gary Bixler, CompTIA’s vice president of global communities, led one of the weeklong sessions, relaying a number of tips and tricks for tech vendors to be more successful with their partners. Each class tackled different aspects of channel partnerships and provided proactive steps that vendors could take back to their respective companies.