What's a PAM to Do?

The Evolving Role of the Partner Account Manager

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:

  • Roles vendors expect their PAMs to play
  • Expectations from the partners
  • PAM as primary connecting point
  • Measurements and metrics of awesome PAMs

Hank-Humphreys-120.jpg Guest Panelist Hank Humphreys, Head of Global Channels at Dropbox
Cindy-Bechtel-120.jpg Guest Panelist Cindy Bechtel, Sr. Channel Sales Executive at Intacct
Diane-Krakora.jpg Host Diane Krakora, CEO at PartnerPath

I want to listen!


Actionable Assessments

“PartnerPath provided a comprehensive and actionable assessment and benchmark. We are using their channel expertise and insights to streamline processes enhancing our partners’ experience and engagement.”
Josh Jensen | Director, WW Channel Partner Marketing | HP