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Client Relationship Management

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DEFINITION: In the channel, a corporate account manager (CAM) is responsible for maintaining the relationship between the clients of a value-added reseller (VAR) and the VAR. In this role, a CAM may be responsible for an entire portfolio of client relationships in multiple locations. Corporate account managers serve as the primary contact for the client, which emphasizes the need for both excellent customer skills  … 
Definition continues below.
Client Relationship ManagementReports
 
User experience: Can your apps increase your value?
sponsored by Hewlett-Packard Limited
WEBCAST: In this brief on-demand video, John McCarthy – Vice President and Principal Analyst at Forrester Research – explains how organizations can increase their value by delivering a great user experience.
Posted: 07 Mar 2014 | Premiered: Feb 21, 2013

Hewlett-Packard Limited

Best Practices for Sustainable Growth: Grow Faster with the Right Data
sponsored by Salesforce - Data.com
WHITE PAPER: Growing your business depends largely on knowing your customers -- and that requires having the right data, people, and processes in place. To begin the path to sustainable business growth, check out this extensive guide for businesses of all sizes -- from startup to enterprise.
Posted: 17 Apr 2014 | Published: 17 Apr 2014

Salesforce - Data.com

Effectively Leveraging CRM Analytics
sponsored by MicroStrategy Incorporated
EGUIDE: This expert e-guide discusses how to measure success with mobile, social, and analytics with a new set of metrics. Also, discover Forrester Research Inc. analyst Mike Gualtieri's four steps to developing a customer data management strategy that allows you to successfully leverage analytics.
Posted: 21 Mar 2014 | Published: 21 Mar 2014

MicroStrategy Incorporated

Rethinking Marketing for Today's Customer Engagement
sponsored by UStream
EGUIDE: The following expert e-Guide explores the shift in the balance of power and influence between seller and buyer. Uncover how this has created a need for a transformation in digital marketing approaches and what you can do to cope with it.
Posted: 13 Mar 2014 | Published: 13 Mar 2014

UStream

Social Media for Lead Generation
sponsored by Act On
WHITE PAPER: This whitepaper shows you how to use social media to support your lead generation efforts, and serves as a blueprint for marketers who want to know the specific steps required to create lead gen campaigns that are promoted via social media.
Posted: 16 Apr 2014 | Published: 16 Apr 2014

Act On

Six Keys to Small Business Success
sponsored by Salesforce
WHITE PAPER: Small business owners all want to grow their business, and they create products, buils awareness, and target market in order to do that. But are you overlooking the role that technology can play in growing your small business?
Posted: 07 Mar 2014 | Published: 07 Mar 2014

Salesforce

How the Cloud Levels the Customer Service Playing Field
sponsored by Genesys
WHITE PAPER: In this paper by Ovum research, discover how mid-market companies can leverage the cloud to improve customer service, and, as a result, get on a more level playing field with bigger competitors. Explore the challenges that mid-size companies face with customer service, and get recommendations for cloud adoption tailored to service organizations.
Posted: 17 Mar 2014 | Published: 31 Mar 2013

Genesys

The Time Is Now: Workforce Optimization Becomes Reality for the Small-to-Medium Sized Contact Center
sponsored by Calabrio, Inc.
WHITE PAPER: This resource describes how workforce optimization (WFO) technologies are transforming contact centers in small to midsize businesses (SMBs).
Posted: 08 Apr 2014 | Published: 31 Jul 2013

Calabrio, Inc.

Best Practices For Setting Up a Lead Nurturing Program
sponsored by Act On
WHITE PAPER: In this report, Matt Heinz, President of Heinz Marketing and his fellow thought leaders demystify lead nurturing, offering best practices that you can follow when developing your own winning program.
Posted: 11 Apr 2014 | Published: 31 Dec 2012

Act On

Five Ways to Differentiate Your Customer Service Offering Using the Cloud
sponsored by Genesys
WHITE PAPER: Implementing new technologies to enable multi-channel customer service isn't always easy, especially for mid-size organizations that are trying to balance costs with customer personalization. Access this white paper to learn why a cloud-based contact center could be the answer for better service at a lower cost.
Posted: 17 Mar 2014 | Published: 31 Mar 2012

Genesys
 
 
CLIENT RELATIONSHIP MANAGEMENT DEFINITION (continued): … In the channel, a corporate account manager (CAM) is responsible for maintaining the relationship between the clients of a value-added reseller (VAR) and the VAR. In this role, a CAM may be responsible for an entire portfolio of client relationships in multiple locations. Corporate account managers serve as the primary contact for the client, which emphasizes the need for both excellent customer skills and a thorough knowledge of the channel.While the specific job functions may vary from position to position, most CAMs are accountable for:meeting and growing revenue goals for assigned accountsplanning sales and business development opportunities, including supporting local sales and service teamsbudgeting for the above functionsnegotiation and maintenance of sales or service contracts
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