Get Certified. Get Traction. Win More Business Through the Channel.
ChannelUp's certification tracks give Channel Account Managers the exact playbook to win inside two very different worlds — high-volume national resellers and advisory-led regional VARs. Pick the track that matches how you're going to market.
For teams selling through Large Area Resellers
LAR Channel Mastery: A Vendor CAM's Playbook
The national LARs (CDW, SHI, Insight...) are transactional machines. Success here isn't about deep technical architectural sessions—it's about mindshare with hundreds of Inside Sales Reps (ISRs), lightning-fast quoting, and mastering the internal procurement and rebate engines.
This track certifies you in the high-volume motion required to win within the giants of the channel.
What's covered:
- Winning mindshare in a crowded floor
- Mastering the 'Quick Quote' culture
- Leveraging SPIFs and floor incentives
- Navigating procurement and deal-reg desks
- Quarterly business reviews for volume partners
- Co-marketing at scale
Who it's for: Channel Managers or anyone who sells through the LAR Channel
Cost: $2500
For teams selling through regional cybersecurity VARs
VAR Channel Mastery: Cyber VAR Track
Regional VARs (Optiv, GuidePoint, Defy...) win on technical credibility and trusted advisor status. Success here isn't about SPIFs—it's about account mapping, technical alignment with their SE teams, and proving you fit into their specialized services stack.
This track certifies you in the advisory-led co-selling motion required to win with elite regional security partners.
What's covered:
- Mapping accounts with regional AEs
- Winning over the technical SE / Architect
- Fitting into the VAR's services portfolio
- Deep-dive account planning
- Executive alignment strategies
- Building regional 'pockets of excellence'
Who it's for: Channel Managers or anyone who sells through regional cybersecurity VARs
Cost: $2500
Two Channels. Two Completely Different Games.
LAR TRACK
VAR TRACK
Primary motion
Transactional + co-sell
Advisory + implementation
Revenue driver
Volume, margin, rebates
Services, project margin
Relationship style
Account-scale, high breadth
Deep & specialized
What wins
Rep mindshare, fast quoting, SPIFs
VM trust, technical credibility, account mapping
Example partners
SHI, CDW, Insight...
GuidePoint Security, Optiv, Defy...
Most vendors need both. Get certified in the one that matches where your next deal is coming from.