I was talking to a fellow consultant this morning about how few real Channel Account Managers there are in the business.
How many of our CAMs really understand what makes a Partner want to work with one Vendor rather than another. We had a great laugh about a survey I had commissioned a few years ago.
We had asked a Channel agency to find out how we were perceived by our Partners across Europe. When we asked the owner of a key Channel Partner what he thought of his Account Manager, his answer was four words long: “He drinks my coffee…”
This was about 8 years ago and I notice that the coffee business is booming. How many coffee drinkers do you have in your company…?