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