Best Practice Report

Partner Account Manager Performance Indicators

January 1st, 2018


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.

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