Work Email

First Name

Last Name

Country

Perks WW is committed to protecting and respecting your privacy, and we’ll only use your personal information to administer your account and to provide the products and services you requested from us. From time to time, we would like to contact you about our services, as well as other content that may be of interest to you. If you consent to us contacting you for this purpose, please tick below.

Yes, I consent

Thank you!

Error - something went wrong!

Best Practices in Channel Account Management: The CAM as a Coach

Perks WW Channel Experts

The role of a CAM, which is to manage, motivate, and collaborate with channel partners in driving sales, is quite different from that of an Account Executive (AE). Whereas the AE has a direct relationship with end-user customers and has direct control over achieving quotas, the CAM depends on the channel partner’s performance to achieve his/her quotas. Therefore, the skills required to achieve KPIs through persuasion and collaboration are paramount if a CAM is to be successful. This is akin to the art of coaching – persuading partners to take the right initiatives while providing the motivation, tools, and resources to achieve agreed upon KPIs.

About the Author

Perks WW 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 9.25 million users, Perks WW Channel takes the guesswork out of channel incentives and loyalty programs. Our solutions empower leading global enterprises with the sales and marketing programs they need to produce a competitive advantage through their indirect sales channels. The available solution set encompasses the three most critical areas to optimize indirect channel performance: marketing enablement, incentive management and global managed services. We provide these services to some of the most influential companies in the world, all backed and supported by years of expertise.
More Content by Perks WW Channel Experts

Best Practices in Channel Account Management: The CAM as a Coach

About the Author

Previous Flipbook

Next Article

Best Practices in Channel Account Management: The CAM as a Coach

About the Author

Previous Flipbook

Next Article

Other content in this Stream

[On-demand Webinar] Learn the seven phases of the SiriusDecisions Evolved Partner’s Journey, plus a channel incentives framework that accelerates partners through each phase of their journey.

Read four ideas about how you can support your channel partners during the current the COVID19 pandemic and resulting global economic uncertainty.

The Channel Marketplace is an online and human-driven resource enabling technology vendors access to solutions and expertise addressing their indirect go-to-market opportunities and challenges.

This eBook offers best practices, and reviews the current state of incentive methodologies and incentives automation.

What’s the best way to track the return on your market development fund program? It’s a good question, that Craig DeWolf, Perks WW VP Marketing Enablement, can answer.

What is channel incentives automation? Read about the technology and how it can improve revenue and profit from your channel.

Points-based channel rewards have evolved to meet the challenges of the digital transformation. Learn the best practices you can use to make your behavior-based incentive programs more effective.

We surveyed a group of vendors and partner companies about the critical elements of a channel partnership and engagement. Check out the results to see if you are measuring up!

Discover the top considerations you need to acknowledge to take your channel marketing incentive programs to the next level.

Learn five channel partner engagement best practices for the evolved partner journey.

Keep channel partners engaged and coming back! Learn the six fundamental that work together to improve your channel engagement program’s partner experience.

This case study infographic illustrates how a data and storage networking supplier united siloed partner reward activity spanning 9,000 channel partners in 86 countries.

Learn the three steps to take when starting a channel partner marketing certification program: identification, learning, and reward.

Now more than ever, vendors need to have an effective methodology in place to ensure that they are recruiting partners who have the potential to thrive in a rapidly changing marketplace.

What’s the deal with marketing certification programs? Find out how they work to improve the use of channel partner marketing tools and resources.

In this webinar, we analyze rebate types, how they are applied, measure the impact of rebates on partner performance, and examine the effective use of rebates as part of a holistic channel program.

Read how a vendor was able to resolve points of friction and better measure channel incentives ROI after they united siloed partner rewards programs into a single behavior-based strategy.

Learn three areas that your channel partners need to focus on better engage the new digital buyer: the buyer’s journey, demand type, and multi-touch nurturing.

Perks Worldwide, a premier provider of indirect sales incentive and research reward program software and services was included on the Best Places to Work in Arkansas list for the fourth year in a row.