Channel Account Manager and Partner Training for Vendors2018-07-13T14:19:51+00:00

Channel Account Manager Training for Vendors

How do you ensure your CAMs deliver against your channel strategy?   How do you make sure that the business relationships they forge with partners are keeping you at the forefront?

At Masterclass we develop training programs to help drive revenue, grow market share and deliver high returns for both vendors and their partners.   Our focus is on how to build powerful, long term business relationships  – not just transactional liaisons – making sure CAMs have the sales and business skills to be valued as trusted advisors, not just product pushers.   Ultimately we show them what to do – or do differently – to become the vendor of choice.

We take advanced aspects of relationship management and influencing skills; we include consulting and business planning (a CAM who understands how to build a business case with their Partner is what’s needed in today’s market) and show them how to secure the commitment and resources necessary.  Our workshops allow for skills practise, feedback and coaching – that’s how these people learn best. And we believe you should be able to measure the success of what we do through agreed performance metrics.  Every Masterclass workshop should pay for itself many times over.

Over 20 years we have worked on a global basis with some of the largest vendors.  Our clients include Red Hat, Citrix, IBM, Lexmark, Ricoh, VMware, McAfee, Trend Micro, Xyratex, Hitachi, Motorola, SAS, Computer Associates, Oracle, Borland, ATG, Vodafone, and consultancy firms including Accenture, CSC and PricewaterhouseCoopers

Channel Partner Training

We have led the way in developing programs with vendors, distributors and resellers to help channel partners sell more.  We have trained hundreds of sales, pre-sales and technical specialists, giving them the skills, techniques and confidence to succeed at every level from low value, high volume sales, to multiple licensing deals to the most complex end user solutions involving multiple vendors.  Here’s what some of these partners have said:

“Whilst all vendors continue to provide product training it is essential our sales people receive training at a general business level. Symantec was one of the first vendors to recognise this need and pull together a programme with Masterclass that adds real value to the organisation.”  Insight UK.


“Working with Masterclass has been an immense benefit to the sales force at Softcat.  The range of workshops from Masterclass suited our business model perfectly.”  Softcat


We have partnered with Baptie and we are now part of the Channel Focus Community. The Channel Focus Community is the world’s largest and most successful dedicated to channel professionals. Read more.