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Here’s What 20 Channel Execs Did To Help Their Channel Partners Weather The COVID-19 Storm

The CRN 2021 Channel Chiefs recount the impact of the COVID-19 pandemic on their channel strategies.

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Watchguard Technologies

Michelle Welch

SVP, Marketing and Channel

For partners, the global health crisis changed everything. Most notably, it impacted a) onboarding and training, b) product stacks, c) pipeline development, and d) cash flow.

In direct response, WatchGuard moved swiftly to a) shift to a virtual training and certification process and introduce self-service training resources; b) add new products, services and bundles to address the top use-cases for end customers (mobile workforce, etc.); c) shift the field marketing team’s focus from branding and events to digital-based business development; and d) offer maximum flexibility with regards to business models and payment terms (extensions, grace periods, etc.).   

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