Top Traits For Top Talent In The Channel

With our annual list of channel chiefs out it's a good time to talk about the traits and skills these individuals need. After all, what their CEOs are really looking for from them is thought leadership and actionable programs that drive market share through the channel.

In some ways, the traits they need to develop are not too different from the characteristics of any true leader. But I will tell you that when you build the list of most important characteristics, you begin to realize how difficult it is to be really good at this.

ROBERT FALETRA Can be reached at (781) 839-1202 or via e-mail at rfaletra@cmp.com.

The next key trait is the willingness to campaign. As Juniper Networks' Frank Vitagliano said to me recently, you have to shake a lot of hands and kiss a lot of babies. He's absolutely right. Channel leaders who spend all their time managing internal issues—which is important, don't get me wrong—and don't spend enough time in the market meeting partners can't achieve greatness.

To me, the follow-on critical attribute is gaining influence and political savvy internally. A channel leader who has the trust of the solution providers but doesn't have the influence inside his/her own organization can never be successful. It requires a deep understanding of channel nuances.

From there it's back to the market and another truly difficult maneuver—balancing every move to be a win-win. Channel programs, discounts, etc. that don't result in profit or other benefits for both the solution provider and the vendor don't last.

So there you have it. A short list of the characteristics needed to be successful as a channel chief. It's one of the most difficult jobs in high-tech, and they all deserve a round of applause.

What do you think are the key channel chief characteristics?
Make something happen. E-mail CMP Channel President Robert Faletra at rfaletra@cmp.com.

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