Here’s How 20 Channel Chiefs Describe Their Personal Channel Philosophy
Channel executives on the CRN 2023 Channel Chiefs list were asked to describe their personal channel philosophy. From what they see as the channel’s role to how best to work with partners, here’s what 20 channel chiefs had to say.
SVP, Global Partner Sales, GM, Routes To Market
Customers reacted to a rapidly changing environment the last few years, which created risk and complexity. Today, they want more control of their business outcomes with automation and self-serve capabilities. Partners play an even bigger role in meeting this need. This is the ‘Age of the Partner,’ which requires a different approach. We need to partner early, with new types of partners, and even with companies we viewed as competitors. We must sell together differently, based on the customer’s desired outcomes and preferred consumption motion. And we will need new delivery models across the life cycle.
Comcast Business and Masergy
SVP, Indirect Channels
Treat your partner as your customer. In this model, there is no end-user sale without them. I believe that the best channel leaders are the ones who know and understand their partners—and for that reason I have flown over 100,000 miles a year for the last 20 years to spend time with them, understanding their unique needs and issues. The channel is a relationship-oriented business and most of our partners are very entrepreneurial. It takes an understanding of their values and goals to know how to best serve them and their customers.