Managing global channels for a technology business is a tough challenge. Your CEO may be questioning the value of indirect sales channels. Your CFO wants to know why nobody can provide accurate Analytics related to channel spend ROI. The product teams want to know what you have done for them lately. The Regions want more authority over channel programs and finally, channel partners complain about the lack of demand and profitability and how difficult your company is to do business with.
Just another day in the life of a channel chief. Your position represents a difficult balancing act between internal (company) priorities and meeting the demands of channel partners.
In an environment that constantly demands your attention – putting out fires and taking care of real (or imagined) emergencies – it is easy to lose sight of what we often refer to as the “Five Critical Channel Success Factors”. Continue Reading →