Channel News

Here’s How 20 Channel Chiefs Describe Their Personal Channel Philosophy

Rick Whiting

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.


Jenni Flinders

SVP, Worldwide Partner Organization

My personal philosophy is to be an advocate on behalf of the entire partner community and to listen to [them] and serve as their collective voice. Adding value and earning trust is paramount to building high-value, powerful partnerships that foster a thriving, evolving and innovative ecosystem. Actively leading and being passionate about helping partners achieve success improves collaboration and grows strong, long-lasting connections. Businesses prosper because real people, real stories and real connections inspire excellence that drives innovation. I am motivated by working with others who are passionate about positive change and learning from others while constantly evolving to thrive.


OpenText Cybersecurity

Justin Gilbert

Sr. Director, MSP Channel Development, Cybersecurity

My fundamental belief is that we as vendors need to be good stewards of the channel to help our partners grow and expand their own footprint. This means taking the time to understand their business objectives and then coming alongside them to help grow their business. This starts with creating efficiencies, like providing channel partners with a one-stop-shop for all their customers’ productivity and cyber-resilience needs and extends to include sales and marketing and renewals support, as well as helping partners discover how to increase and expand their profits through cross-sell, verticalization and more.


Rick Whiting

Rick Whiting has been with CRN since 2006 and is currently a feature/special projects editor. Whiting manages a number of CRN’s signature annual editorial projects including Channel Chiefs, Partner Program Guide, Big Data 100, Emerging Vendors, Tech Innovators and Products of the Year. He also covers the Big Data beat for CRN. He can be reached at

Sponsored Post


Advertisement exit