Next is we would like to talk about the business acumen that is how well the channel manager understand organizational goals, challenges, how well he would dig deep in to understand the channel partners business, their strategy, their challenges etc. To be said in real terms the channel account manager should not only know his plate of food but also what is being served at another end.
Customer is on top is also the thing that a channel Account manager should realize and follow. They should have the zeal to solve for issues of their customers who are the channel partners for you. They should be having an ability to resolve for things and drive results.
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Habits to Effectively Work on Channel Management
As we know channel management is a process that involves the channel account manager to identify, understand, develop, expand the relationships with distributors, middlemen etc. Hence there are various important steps and aspect to it. There are certain habits to successful channel account management.
An effective channel account manager always tries to motivate people and drive results by bringing solutions to problems. They also learn about partner business and use the best of business acumen.
Talking about one of the great habits is taking out time and investing in knowing and understanding your partner business their working style, their strategy. They will always try to use their business acumen to know their priorities and how things actually drive in with their partner. This is how they leverage and get the best of opportunity.
Another aspect is a great CAM will always know how market is trending plus how well our own product service has been. They would like to know product performance, any complaints, training for the manual etc.
Doing time Management is a very crucial thing when it comes to channel account management however a catch here is to also know and understand the concept of prioritization by focusing on the highest revenue generating partners.
Superstar Channel account manager have a habit of always considering and in building their partners plan like what are their goals, SWOT analysis, priorities and thus tries to make a joint plan together to bring a win win.
Channel account manager are the face of the company to the channel partners hence it is important for them to build that level of trust and understanding. They should be looked upon as valued trusted source of company. They should also bring in lot of motivation and inspiration amongst their channel team to do marketing instead of just being dependent upon the sales lead.
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