Best Practices in Channel Account Management: Getting Started

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 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.

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