Accelerating Partner Productivity

While establishing those processes, it’s important to remember that not all partners are the same, that partner models are evolving, and vendor/partner relationships are also changing.
“Partners are different sizes, how they go to market varies greatly. The challenge is to engage a wide range of partners, embrace their models and move forward,” Bixler said. “They’re transforming from product- and project-based models to more of a solutions-based approach. Recognize that the relationship has to change as well.”

The CAM 101 workshop leads participants through six modules:
Know Your Game and the Goal
Partner Alignment and Prioritization
Accelerating Partner Productivity
Understanding and Managing Multiple Channel Partner Goals
Marketing Through and with Channel Partners
Trends in Emerging Technology and Customer Experience

That strategy should include processes to build, manage and communicate across all partner levels, as well as plans to hold partners accountable for success too.
“Be a win-win advocate for your own business and your partners. You need the right skills and support from the company to do that,” Bixler said. “At the same time, I see a lot of CAMs shy about holding partners accountable, especially in onboarding. A key to success is to make sure partners are doing what you need them to do so you’re not doing everything. Come to the table with a program that allows them to do things on their own.”

More Info: entry level a+ certification jobs