How can I make my CAMs and/or PAMs more productive?

This question could also be posed as “how do I help my CAMs make their partners more productive?” Their role is to increase their partner’s productivity. Helping them do so begins with choosing partners with the potential and enthusiasm for selling your solutions. Next is training them to go deep into each partner’s business so they fully understand and appreciate what makes the partner successful. Next they need to determine what they do to help each partner be more successful and make clear to the partner what they can do to return the favor. The key to a successful CAM is in the quality and frequency of their engagement with their partners.