Best Practice Report

Partner Account Manager Performance Indicators

January 1st, 2018

Summary

Measuring the performance of partner account managers (PAMs) requires channel sales leaders to look beyond revenue and bookings. It is essential to gain visibility into the actions that PAMs must complete to drive and support partners before sales transactions occur. Channel sales leaders who measure PAM productivity exclusively in terms of sales outcomes lack visibility into the activities that PAMs must complete to build a successful partner portfolio. Determine PAM productivity by looking at a combination of leading and lagging indicators. In this report, we identify leading and lagging indicators of PAM productivity that can be tracked to ensure partner engagement, readiness, and sales outcomes.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.