Making Channel Sales Work with Marcus Cauchi, Part I

90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi co-wrote the book "Making Channel Sales Work" and is a global guru on channel sales. He has helped hundreds of vendors and channel partners to transform their business over the past 16 years. Marcus was so engaging I had to split the interview into two parts, both filled with hard hitting and high value content. Enjoy part 1 here and look out for the second instalment. Please check Marcus out here. https://www.sandler.com/blog/author/marcus-cauchi https://www.linkedin.com/in/sandlerchannelsalesexpert/