Chris Cleary

VP, Principal Analyst

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Author Insights


The Ideal Partner Profile — A Channel Sales Leader’s North Star

Chris Cleary December 30, 2020
B2B channel chiefs often forget or overlook the impact that partner profiling has on the indirect business. An ideal partner profile is a “job description” for hiring new partners, and this profile data is connected to every decision that a channel chief will make.
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The Channel Sales Leader’s Challenge — No Planking, Ice Bucket, or Dancing Required!

Chris Cleary July 22, 2020
  • The Channel Sales Leader’s Challenge aims to promote awareness of the issues channel sales leaders face in 2020
  • Channel partners present a complicating factor — execution in indirect sales is mostly influence vs. mostly control for direct sales
  • The channel comp paradox frustrates channel sales leaders and is impossible to capture as a data point
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