The PAM (sometimes called a Channel Account Manager or CAM) often "gets it from all sides" which begs the question, how many partners is too many for one PAM to manage when the focus is truly on building partner relationships? Should PAMs manage larger performers differently or focus on growth partners? Since the PAM role is often not well-defined from company to company, Diane and Charlene also comment on the purpose of the position and whether PAMs perform better without a sales quota.
| Charlene O'Hanlon, Editor & Writer | Diane Krakora, CEO at PartnerPath |
How do you think a PAM should be defined? Is it the worst job in the channel? We'd love to read your comments below.