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9 Ways Vendor MDF Programs Are Changing

We asked the honorees of the Channel Chiefs 2018 list to tell us about their organization's channel MDF strategy and how they see it evolving in 2018. Here's what they had to say.

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Ron McNab

SVP, Channel Sales

AireSpring invests heavily in our channel partner relationships. In 2017 we significantly increased our investment in MDF, sponsoring over 60 targeted regional and larger partner events. Because we are 100 percent channel focused, nurturing channel relationships and developing partners is tantamount to success.

In 2018, we will deepen our strategy of engaging with channel partners at large industry-wide events, and smaller, more intimate, partner- or regional-specific events. We will invest heavily in training and developing our partners and delivering exceptional service and aggressive compensation. We have also expanded our President's Club program, FREE engineering design services, and white glove support services.

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