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Do You Have What it Takes to be a CAM?

Perks WW Channel Experts

It’s a tough job

Channel Account Managers (CAMs), or Partner Account Managers (PAMs) as they are sometimes called, have a challenging job. They navigate the demands of their jobs as vendor employees while gaining credibility as trusted advisors to their channel partners.

What exactly is the CAM’s role?

The CAM manages, motivates, and collaborates with channel partners to drive revenue. The partnership with the vendor must increase the partner’s revenues and profitability and help expand his or her market share.

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

Do You Have What it Takes to be a CAM?

It’s a tough job

What exactly is the CAM’s role?

About the Author

Previous Flipbook

Most Recent Flipbooks

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!

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.

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

This eBook takes a deep dive into holistic reward programs that are designed to incentivize the various job roles and demographics that make up your channel partnerships.

Looking at hiring an MDF/Co-Op program managed-services provider? Read this first.

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

Read about the eight building blocks of successful market development funds (MDF) and Co-Op programs for your channel partners.

Promotional allowance programs such as market development funds (MDF) or cooperative marketing/advertising (Co-Op) are a staple in a marketing tool set to support indirect-sales channels.

A modern rebate program is part of a holistic channel incentive strategy that tailors rebates to partner types, emphasizes rewards for net new customers, and sets growth rebate goals.

Global currency management is a foundational element in an MDF/Co-Op program. Learn the basic concepts about managing global currencies.

Any well-constructed building starts with a sound blueprint and a clear understanding of the expected outcome.

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.

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.

This customer successfully used Perks WW Channel programs to counter poor partner engagement and poor sales opportunity registrations.

Frustrated with the inability to identify ROI, many channel marketers don’t recognize their market development fund program as the strategic enablement tool that it is.

Incentivized Training to Increase Marketing Automation Tool Usage

CAMs work closely with strategic partners to ensure the partners’ loyalty, commitment, and performance. This eBook contains a checklist of guidelines to ensure optimum performance.

The CAMs role 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.

To be effective, CAMs must navigate between the demands of their job as an employee of the vendor while gaining credibility as a “trusted advisor” to their assigned channel partners.

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