Understanding the Role of the Evolved Channel Account Manager (CAM) | The Talk Show by Marketopia

Understanding the Role of the Evolved Channel Account Manager (CAM) | The Talk Show by Marketopia
https://marketopia.com/

To be successful in 2020, channel account managers need to be ready for a serious evolution. Product-centered, transactional relationships with your partners are no longer going to get the job done.

Your partners biggest hurdles are likely sales and marketing. You’re here to support them as they develop a functional demand generation engine, and make sure they can close the leads that engine supplies. Because product parity increases every day, differentiating your partners on product alone isn’t the right path to success. Instead, it’s time to focus on taking on a trusted advisor role with your partners, helping support their growth as a coach and mentor.

As a newly evolved channel account manager, you’ll be facilitating your partners’ growth with a specialized, tailored approach that considers what type of business your partners operate, and what their short and long-term business goals look like. Once you understand where they are in their business growth journey, you can start consulting them on the best ways to reach their goals.

In this episode, we’re sharing more information about how you can make the right introductions—from people and processes to products and support—to help your partners get engaged and set the foundation for scalable growth. You’ll start with understanding your partners’ current state and then helping them develop short and long-term business strategies.

By shifting your mindset away from a product-first approach and embracing your role as a business consultant, you’ll become an evolved channel account manager, and your partners will thrive with your support. You’ll also be setting yourself apart as a business advisor your partners know they can rely on for support, training, connections and everything else they need to achieve their business goals.



Marketopia is the premier marketing and lead generation agency for the IT channel. We have what it takes to help you enter new markets, launch new solutions, boost your digital presence and accelerate results. We’ve helped hundreds of technology solution providers and vendors—from teams of one to enterprise companies—find success, from starting up to earning millions in revenue.

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