Partner Alignment and Prioritization
In one session this year, attendees were asked why their customers do business with their respective companies. The responses included discounted pricing, product innovation, reputation, vertical expertise, and support. None of which may directly fall into a CAM’s job role.
Thus, it’s important that tech vendors ensure their solutions are aligned with customer needs, priced competitively, and communicate a roadmap for the future. Having those provides partners to build a foundation with a vendor, and in turn to represent your solutions to customers, Bixler said.
“Are you taking your business in the same direction that a partner is going? It’s not just about having a great product today, but in the future as well,” he said. “As the same time, if they can’t see a clear path to profitability, that’s a problem if they’re expected to make investments in staff, tools, processes.”
Channel account managers need some very specific skills: to manage a pipeline, provide a forecast, meet a quota, execute on a program, and use their leverage to create results. But that’s not enough in today’s market. Today, CAMs need to completely understand their partners’ businesses: how the make money, what their goals are, and how they plan to get there. They need to analyze that information with the vendor’s goals and be able to articulate and execute on a strategy that creates success up and down the supply chain, according to Bixler.
More INfo: entry level a+ certification jobs
Thus, it’s important that tech vendors ensure their solutions are aligned with customer needs, priced competitively, and communicate a roadmap for the future. Having those provides partners to build a foundation with a vendor, and in turn to represent your solutions to customers, Bixler said.
“Are you taking your business in the same direction that a partner is going? It’s not just about having a great product today, but in the future as well,” he said. “As the same time, if they can’t see a clear path to profitability, that’s a problem if they’re expected to make investments in staff, tools, processes.”
Channel account managers need some very specific skills: to manage a pipeline, provide a forecast, meet a quota, execute on a program, and use their leverage to create results. But that’s not enough in today’s market. Today, CAMs need to completely understand their partners’ businesses: how the make money, what their goals are, and how they plan to get there. They need to analyze that information with the vendor’s goals and be able to articulate and execute on a strategy that creates success up and down the supply chain, according to Bixler.
More INfo: entry level a+ certification jobs
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