A Channel Account Manager (CAM) is a professional responsible for managing an organization’s channel partnerships. They work hand-in-hand with channel partners, such as distributors, resellers, or other service providers to support indirect sales processes.
Key components include:
- Continually nurturing and supporting partner relationships
- Enabling partner support through consistent training
- Developing strategies to drive partner success
Channel Account Managers are vital to complex businesses with indirect sales models. Their work improves channel performance and optimizes the indirect sales process. The right channel account manager can help increase revenue generation, build stronger partner engagement, and provide a sustained competitive advantage for the organization.
Simplify Program & Processes for Success
Case Study
Consumer Durables: Improving long-term loyalty through a cohesive user experience
A national lighting manufacturer wanted to switch up their channel incentive strategy in order to increase brand awareness and improve long-lasting relationships with distributors and contractors.
By creating a cohesive user experience - including the integration of training and gamification within this points-based rewards program and optimizing the engagement and comms strategy - this led to significant improvements in brand loyalty and increased revenue.
Learn how the program automations also improved the internal stakeholders reporting capabilities.