News | July 11, 2012

New Cloud Computing Training Programs For Technology Vendors Available From CompTIA

Source: CompTIA
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Downers Grove, Ill. 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.

Cloud Training for Vendors at Breakaway 2012

CompTIA also released details of the cloud computing training options for vendors that will be offered at Breakaway 2012, the IT channel’s premier annual education event. Breakaway 2012 is scheduled for July 30 through Aug. 2 in Las Vegas.

On Tuesday, July 31, IPED Channel Masters @ Breakaway will offer two cloud sessions:

  • “Vendor Call to Action - Your Role in Helping your Partners Transform for Cloud” offers an overview of the impact of mobility and cloud on partner business models and IT vendor channel strategy.
  • “Product, Market and Partner Segmentation Best Practices” highlights basic product and market segmentation and the application of these tools in channel go-to-market strategy.

Rauline Ochs, senior vice president, IPED MarketBridge Alliance and CRN columnist, will lead both sessions.

A vendor workshop titled “The Cloud Three Years Later: Trends in Channel Engagement & Programs” is set for Wednesday, Aug. 1. The session will examine what’s on the market today to engage partners as agents, brokers, resellers and service providers for cloud services. Attendees will also learn about the comprehensive, three-part Cloud Channel Development (for Vendors) video series built by PartnerPath for CompTIA. Beth Vanni, vice president, PartnerPath, will moderate.
Also on Aug. 1, the CompTIA UK Channel Community presents a session on “Business Opportunities for Emerging Vendors in the European Market.” UK IT channel executives will share their insights on the market opportunities in the UK and other European markets, and outline best practices for vendors interested in entering this market.

All CompTIA members receive free unlimited registration to Breakaway 2012. Non-members pay just $250 to attend the conference and receive a full, one-year CompTIA membership. Visit CompTIA Breakaway 2012 for more information.

About CompTIA
CompTIA is the voice of the world’s information technology (IT) industry. Its members are the companies at the forefront of innovation; and the professionals responsible for maximizing the benefits organizations receive from their investments in technology. CompTIA is dedicated to advancing industry growth through its educational programs, market research, networking events, professional certifications, and public policy advocacy. For more information, visit or follow CompTIA at and