Samsung Mobile Channel Chief Mike Coleman On Unlocking 'Explosive Growth' In The Channel And Partner Recruitment For 2018


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The Mobile Age

After a year of re-engineering its mobile efforts in the channel, Samsung's mobility business is positioned for huge growth in 2018 with partners, Samsung mobile channel chief Mike Coleman told CRN. The former HP executive believes the opportunity is on par with what he saw at HP when that company first began to embrace the channel decades ago. That will mean a lot more deals with Samsung partners and a lot of new partners coming aboard with the company in the next year, he said. "We have now laid the groundwork for what I consider to be explosive growth, in terms of partner recruitment, in 2018," Coleman told CRN during an interview at Samsung's retail and corporate outpost in New York. "We had significant growth in 2017 [in channel sales]. And we expect to have significant growth in 2018."

The optimism is based in part on Samsung's novel approach to bringing mobility solutions to market, which includes trailblazing moves such as selling unlocked Galaxy smartphones through channel partners and developing vertical-specific solutions for businesses, at a time when other smartphone vendors remain almost exclusively focused on consumers.

Coleman, who joined Samsung as vice president of mobile channels in January 2017, spoke with CRN about what Samsung has accomplished so far in re-engineering its mobile channel efforts, why mobility is such a large opportunity for partners, and what to expect in 2018. What follows is an excerpt of CRN's interview with Coleman.




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