Chris Cleary
VP, Principal Analyst
Author Insights
Blog
The Ideal Partner Profile — A Channel Sales Leader’s North Star
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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Blog
The Channel Sales Leader’s Challenge — No Planking, Ice Bucket, or Dancing Required!
- 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