Account Management

The scope of their role, their business acumen, their knowledge of their own organization and their ability to nurture long-term relationships is critical to the success of your partners and your organization. While a CAM can have a huge impact on a partner relationship, the future of this role demands top-notch hiring, training and development to cultivate CAMs that can lead the sales, marketing and service-delivery evolution of the partners they serve.

CAM Research

We set out to explore the role of the Channel Account Manager in-depth, to understand the future demands of the job, with the vendor and partner goals in mind.

Full Research Presentation

Evolving Role of the CAM - The Full Story

The role of CAM has changed significantly as we’ve moved from a product driven, to a service led, and now to an “as-a-service” market model.  As solution provider business models continue to evolve, the demands of the CAM role have increased.

Full Story Whitepaper

CAM At-a-Glance Exec Summary

Key findings in consumable infographic style in PowerPoint making it easy to drop into your internal or external presentations


CAM Key Finding Webinars

On-demand summary and key implications delivered by IPED subject matter experts.


Partner Territory Segmentation

This session showcases a partner management system with tools and templates designed to help channel account managers maximize the total financial performance of their territory.   IPED will assist you in making the transformation from managing partners from a sales pipeline perspective to a partner business management model.


Channel Account Manager Webinar Series

Excerpts from IPED's Channel Account Management Development Curriculum