Zebra Technologies

Thomas Sheahen

VP, North America Channel Sales

First and foremost, one must be certain that solutions are future-proofed and based upon a development platform that is flexible and agile. That means learning about the business models and economics of your channel community by segment and understanding how your partner impacts the business model of the channel. It's also important to look at things from the customer's perspective, while concentrating on the various things that the business can do to potentially increase the channel cash flow. Finally, keep an improved customer experience in mind, so that valuable solutions can be delivered within a sufficient timeframe.