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The key recommendations include optimize the trust between PM, sellers, and Partners and reduce weaknesses that cause
execution issues and partner distrust. Enhanced enablement and engagement will help scale for growth.
WEAKNESSES
• Struggle scaling within partners
• Lack of relevance
• Too Administrative/operational
• Inconsistent executions – PM's not intentional
• Lack of accountability, lack of bus plan &
strategic business develop
THREATS
• Partner distrust
• Better - funded competitor channel programs
• Larger partners allocating more resources to other
vendors
• Economic conditions reducing partner spending
STRENGTHS
• Strong, trusted relationships between PMs & Partners
• Partner generated revenue and pipeline increasing
• Executive backing
• Experienced PAMs
• Good vision and strategy
• Strong alignment within the organization
OPPORTUNITIES
• Make life easy for the partner - automation
• Optimize systems and processes
• Work more effectively with the Direct Sellers
• Utilize partner enablement systems
• Executive partnership engagement
• Build relevant, value - added partner solutions
Example SWOT of a CAM/PAM
