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Here’s What 20 Channel Execs See As The Biggest Challenges Their Partners Face In 2021

Rick Whiting

We asked the honorees of the Channel Chiefs 2021 list to tell us what they see as the biggest challenges for their partners in 2021. Here’s what they had to say.

WatchGuard Technologies

Stan Kelly

Director, Channel Programs

In 2021 and beyond, new pipeline development and maintaining expected revenue from existing clients will present significant challenges for partners. In the wake of the global pandemic, companies will continue to shutter, while those that are still operating (even very well) will be looking to reduce costs and long-term commitments.

This can be a very dangerous combination. That‘s why it will be more critical than ever for partners to engage with vendors that can roll up their sleeves and help with business development, reduce costs through consolidation, and reinvent their processes and business models to be more attractive for customer retention.

 
Rick Whiting

Rick Whiting has been with CRN since 2006 and is currently a feature/special projects editor. Whiting manages a number of CRN’s signature annual editorial projects including Channel Chiefs, Partner Program Guide, Big Data 100, Emerging Vendors, Tech Innovators and Products of the Year. He also covers the Big Data beat for CRN. He can be reached at rwhiting@thechannelcompany.com.

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