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Best Practices in Channel Account Management: A Checklist for Success

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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 an employee of the vendor while gaining credibility as a "trusted advisor" to their assigned channel partners. In parts 1, 2 and 3 of the Best Practices in Channel Account Management series, we have reviewed: The CAM's Role The CAM's role and how they must recognize and treat the partner relationship as a business relationship rather than as a vendor/ reseller relationship. Partner Prospecting Why partner prospecting and value scoring is so important to enabling CAM success and the basic steps associated with this process. Onboarding The criticality of the CAM role in onboarding new partners. They are a new partner's guide and coach and take the lead in the partner onboarding process. Coaching The CAM as a coach and as a business leader, transforming a tactical relationship to a strategic one. Leveraging Resources The core responsibility of the CAM is to leverage all the resources available to him/her and to the partners to help each partner and the vendor to achieve their joint objectives. Taking the Lead How the CAM can take the lead in transitioning from strategy to execution and being a business leader capable of rallying the partner and his/her team. Best Practices in Channel Account Management – A Checklist for Success 2

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