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Learning “The Cloud”

July 12, 2012

CompTIA, the non-profit association for the Information technology (IT) industry, today announced the availability of new cloud computing training resources for technology vendors and their channel partners.

“Building a robust indirect sales channel requires both an understanding of what drives positive partner behavior and a well-designed strategy that drives partners to recommend, sell and support a vendor’s services and solutions,” said Kelly Ricker, senior vice president, events and education, CompTIA. “The educational materials we’ve developed are geared specifically for channel account managers and field representatives for emerging cloud vendors focused on growing their indirect sales channels.”

The market for cloud computing solutions is robust. The number of organizations using cloud resources has risen for the third straight year, according to CompTIA’s upcoming Third Annual Trends in Cloud Computing study. More than eight in 10 companies currently use some form of cloud solution; and more than half plan to increase cloud investments by 10 percent or more in 2012.

The CompTIA Quick Start Guide to Cloud Channel Development (for Vendors) introduces a three-stage model for partner development focused on engagement, enablement and management. It offers an overview of each stage and provides a lead-in to the three-part CompTIA Video Series, Cloud Channel Development (for Vendors).

The CompTIA Cloud Channel Development (for Vendors) Video Series focuses on the behaviors and strategies needed for success in developing a channel for bringing cloud-based offerings to market. It covers three critical areas:

• Partner Engagement examines strategies for identifying and recruiting the partners that best match a vendor’s business goals.
• Partner Enablement provides information on how to facilitate partners’ success, including an examination of tactics for defining partner business model requirements and building incentive programs that complement partners’ margin models.
• Partner Management explores how to evaluate a partner’s performance and measure success.


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