This global leading IT vendor collaborates with different types of partners and resellers (VARs, Distributors, Consultancies)
Channel account managers struggle to find a balance between being operationally available for their partners and working on the partner plan.
“Focus on the right energy, on the right time, on the right account/customer”
“BRM is important as it helps channel account managers to stay focused on well-defined and discussed priorities”
“It’s the missing link between facilitating the management of activities (the HOW) and the objectives one wants to achieve (the WHAT)”