This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, attempt to finish off our ongoing conversation started through blogs and a recent webinar about the evolving role of the Partner Account Manager (PAM).
Honestly, the conversation will never be over. But Charlene and Diane review some of the key points from our webinar with Hank Humphreys of Dropbox and Cindy Bechtel of Intacct, including how today's PAM is no longer a concierge or valet to the partner. Instead, his/her role is much more sales-oriented than in the past. To what degree do they need to co-sell with partners? Charlene also asks Diane about the heavy burden PAMs face if it's true that "every failed [partner] relationship is the problem of the account manager." Is it fair to hold them accountable for things over which they have no control?
Do you think PAMs are responsible for partner satisfaction? Any final thoughts to share? We'd love to hear from you.
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| Charlene O'Hanlon, Editor & Writer | Diane Krakora, CEO at PartnerPath |
