Channel Account and Partner Management

Global channel account management is a difficult task. In this section you will find articles and eBooks that will help you fine tune your channel partner management strategies. Learn about assigning roles, keeping track of channel partners, and day-to-day management of channel incentive programs.

  • A Checklist for Channel Account Management Success

    A Checklist for Channel Account Management Success

    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.

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

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

    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.

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  • Channel Account Managers' Guide to Onboarding and Enablement

    Channel Account Managers' Guide to Onboarding and Enablement

    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.

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  • Best Practices in Channel Account Management: Getting Started

    Best Practices in Channel Account Management: Getting Started

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

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  • The CAM's role in Channel Partner Program Success

    The CAM's role in Channel Partner Program Success

    CAMs wear many hats. The relationships they have with their channel partners increase channel partner program revenue and profitability.

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  • How to Help Your Channel Account Managers be More Successful

    How to Help Your Channel Account Managers be More Successful

    The CAM's relationship with the vendor must increase the partner’s revenues and profitability and help expand their market share.

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