Tag Archives: Channel Partner Management

Channel Partner Management in a Rapidly Changing World

By Camilla Currin

When the news first came through about lockdown, my heart sank. How was I going to maintain sales engagement and momentum with partners, especially the ones I’d only recently taken on and did not know well? Navigating these personal relationships, from sales floor to boardroom, is challenging at the best of times. In many ways, the weeks and months that followed proved my initial feelings both right and wrong. 

On the one hand I was right to be nervous: the role of the Channel Account Manager (CAM) has been impacted significantly by pandemic-related events over the past few months. However, with the right approach, the right team and the right product set behind you, it is possible to pivot to success amidst unprecedented change.

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