The Channel Surfers - Ep. 7 - The Dilemma of Building a Channel

On today's episode, The Channel Surfers discuss The Dilemma of Building a Channel. As an executive who is building a channel Program for a sale organization, you typically run into the "Believers" and "non-Believers" in supporting a Channel Program. John and Jeff walk you through the experiences they have had in working with the Believers and non-Believers as they build a channel program. Top Three Takes Aways from this Episode: 1) Choose your partner model (how do you want to engage with partners) 2) Deploy a "Partner First" strategy 3) Alignment and Expectations should be a big part of the structure of your Channel Program.