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Channel Matters Blog > November 2013
by Rich Blakeman
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About this time every year, an argument crops up in the executive conference rooms of organizations that sell through indirect channels. Unfortunately, too many channel leaders come to these meetings ill-prepared to hold their position and defend their strategy.
by Geoff Wright
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Your best channel partners aren’t naïve. They know who the best channel account managers (CAMs) are, and they’re not shy about demanding only the best for themselves. But should you give into their demands and assign the best CAMs to your best partners? Considering this common challenge from a slightly different perspective can help drive channel performance.