Most vendors are stuck in the traditional Partner Account Manager (PAM) role, as their job expectations center around pipeline/forecasting, co-selling and developing the partner business plan. Those are all very traditional activities assigned to the PAM way back when we were stuffing sales through VARs.
The future of the channel includes individualized partner models, individualized enablement and individualized experiences for the partner. Solution providers now have the power because they own the customer relationship. Vendors need to fit in to the solution, relying on the channel relationships to deliver on the customers’ business needs. The role of the PAM is shifting to ensure partner success, rather than managing pipeline and forecasting numbers.
Listen to our active discussion on the evolving role of the PAM featuring Hank Humphreys (Channel Chief at Dropbox) and a special PAM guest, Cindy Bechtel (Sr. Channel Sales Executive at Intacct). Topics covered include:
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Guest Panelist Hank Humphreys, Head of Global Channels at Dropbox |
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Guest Panelist Cindy Bechtel, Sr. Channel Sales Executive at Intacct |
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Host Diane Krakora, CEO at PartnerPath |
“The information PartnerPath provided was valuable and helpful throughout the entire process. The feedback collected from our partners and shared prior was extremely helpful and strategic and the wrap-up/post data is critical to us as we drive initiatives forward. It will be (and has already been) used over and over in conversations with leadership and partners!”Rafael Contreras | Area Vice President, Global Operations, Strategy and Chief of Staff