Channel Chiefs: What Keeps Them Up At Night?

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Craig Schlagbaum

Vice President, Indirect Channel Sales


We've only been at this a couple years. We're a $60 billion company and segueing into the channel for the first time ever. It's been an exciting ride, and what concerns me the most is how we deal with the vast number of partners we need to enable the pivot, because they're in the thousands. We went from zero partners selling into thousands over a course of a year, and far more now as we go on. So it's how do we enable all those partners to make this transformation and make sure that they're equipped with the appropriate skills to deal with the questions they are going to face from end-user customers in dealing with the volume there. It's becoming very large.


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