Corporate Vice President of Worldwide Business Management and Channel Marketing
I have two pieces of advice for someone entering the channel today: engage and listen. Go out and meet with as many partners as possible. Engaging directly with your partners builds lasting relationships and gives you the opportunity to listen and learn from them. When you are meeting with partners, listen more than you talk; don't be so quick to push your views of the industry on your partners. By listening to them, you will get a better understanding of the industry from their perspective, how hard it can be to sell a product and how you can help them.