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Channel Matters Blog > June 2014 > Channel Leadership – Are You Walking the Walk?

Channel Leadership – Are You Walking the Walk?

by Scott P Leeper
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Later this summer, we’ll be releasing the results from the Channel Enablers: 2014 Channel Competency Study. The goal of this study is to identify those competencies that when executed well lead to sustained channel performance. We not only examine the strategies being executed by top performers, we also look at the gap between what organizations say is important and where they should be placing their focus based on actual performance.

In other words, we test whether channel leadership is walking the walk or just talking the talk.
A good example of this comes from the Channel Core Fundamentals competency. One of the behaviors this competency looks at is how well the organization minimizes channel conflict – a topic that comes up frequently in our consulting and on this blog.
Here’s how we worded the behavior:
“We can clearly describe key strategies for minimizing conflict”
Respondents were then asked to rank this based on importance and how well they execute against it. Across all regions (Americas, APAC and EMEA), minimizing channel conflict surfaced as critically important; however, most organizations admitted they didn’t execute as well as they should.
If this sounds like you, I’d encourage you to go back and review posts like 5 Root Causes of Cross-Channel Conflict.
But the main point I want to make today is that channel organizations need to identify competency gaps in their own organization. Our research can help you identify which activities and behaviors lead to sustained channel performance, but the individual gaps may be different than the ones reported by our respondents.
Furthermore, the gaps may not be the ones your executive team thinks they are.
Assemble a team within your organization that is ready and willing to give honest feedback on how well your organization is executing key behaviors and activities. You can also email us at, and we’ll send you a copy of the report when it becomes available.
Last modified on 6/21/2014 3:54:06 PM
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