Management in the channel is a dumpster fire. They continue to run an enterprise level mindset but with a small business approach. As others have commented, your success has A LOT to do with your partner book - not all books are created equally, but the quotas are all the same. Deal registration and general Rules of Engagement are a joke and offers no protection for the partner so other CAMs can fish through open deals and try to push their partners into the deal. Comp is mess. I could sell the exact same deal to 5 different customers and get paid completely differently on them - 0%, 30%, 60%, 80%, or 100%, but the only way for me to get 100% credit for a deal I sell is to sell it directly to the end user WITHOUT a partner involved... as a Channel Account Manager. 80% if a partner is involved, 60% if the client has a direct rep already, 30% if the direct rep reached out to my partner to engage them, or the dreaded 0% if its an existing customer that you are upselling. Early in 2022 leadership acknowledged a slow start to the year company and industrywide and announced that they would be lowering quotas slightly and relaxing some of the PIP gates to help weather the storm. That is, unless they choose a manager discretion PIP which doesn't follow any of the PIP guidelines (can be for any reason and can be as short as 1 month instead of the 3 month minimum for standard plans which was provided because "This is to allow for enough time to properly coach and improve performance.") Having seen several people terminated in the last few months, even though they didn't qualify for a standard PIP gives the sense that we don't want to lay people off because that looks bad, so we are just going to manage a bunch of people out to cut headcount. Its confusing and disheartening to say the least. It not hard to find tenured people on almost every team that will tell you that "next month I am either going on a pip or getting promoted, depending on if I can get a couple of deals to come in this month".
