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Best Practices in Channel Account Management: Getting Started

February 23, 2017 Perks WW Channel

Channel Account Managers (CAMs), or Partner Account Managers (PAMs) as they are sometimes called, have a challenging job. To be effective, they must navigate between the demands of their job as a vendor employee while gaining credibility as a “trusted advisor” to their assigned channel partners. They must achieve quotas while depending on a third party (their channel partners) to execute agreed-upon strategies to achieve these revenue goals. Furthermore, these CAMs must adapt to evolving technologies, major changes in the channels of distribution, and partners who are constantly changing.

This eBook explores the role of the CAM and documents best practices related to the CAM’s job and responsibilities.

About the Author

Perks WW Channel

Perks│Channel provides services and software to help you engage your B2B and indirect channel partners to improve sales effectiveness. With a listing on the Salesforce AppExchange and a global user base exceeding 5 million users, Perks Channel takes the guesswork out of channel incentives and loyalty programs. Utilizing the Perks Science of Motivation methodology, we provide your business with the tools necessary to motivate the people who matter most to your organization. More than software alone, creating best-in-class channel incentive and loyalty programs requires an orchestration of the right strategy and program design to achieve your go-to-market objectives, as well as the right infrastructure and processes to streamline program administration.

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