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.
Palo Alto Networks
VP, Worldwide Channel Sales Strategy
Channel partners play a critical role throughout the customer life cycle, from the initial qualifying stage to ultimately ensuring the successful deployment and adoption of our technology. Because of the immense value that partners provide, my channel philosophy has always been centered on enabling partners with the tools and resources they need to meet their customers’ unique security needs. Having worked with partners for many years while also having roles selling directly to end users, I am confident that any company that wants to successfully provide solutions to its customers must leverage the channel.
SVP, Worldwide Channel, Partner Sales
My personal channel philosophy is that the customer is always right, and we should always look to simplify our programs. This includes developing programs that maximize our partners’ revenues, protect them on margin and allow them to consume our technology how it best supports their needs.