Summary
For suppliers that employ indirect channels as a route to market, success is highly dependent on the talent and competency of their partner-facing channel account managers. If these individuals are not doing their jobs well, a compelling partner business proposition and award-winning partner program won’t be enough to help the suppliers make their numbers. Despite the importance of this role, data from the Forrester benchmark data indicates that only 21% of channel account managers achieve more than 75% of their quota.
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