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Channel Matters Blog > October 2013
by Scott P Leeper
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Globally in the software business, we are seeing increasing demands placed on Channel SE teams; indeed, demands and responsibilities increase faster than headcount and budget. The secret to a successful Channel SE team is a combination of factors:
by Scott P Leeper
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As anyone who has sold through a partner channel knows, it’s not for the faint of heart. Selling through a partner channel can dramatically increase your coverage. On the other hand, if your channel strategy isn’t aligned to your business goals, it can dramatically increase your headaches, too.
 
by Rich Blakeman
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In the technology industry, change is a constant companion. If you aren’t innovating, you’re on the fast track toward obsolescence. I don’t know that I’ve ever met anyone in this industry who would dispute that.

But I have met several executives who seem to think the channel strategies they adopted three years ago should still work today. While they may increase quotas or tweak their channel program in one market or another, their overall approach to strategy is, “if it ain’t broke, don’t fix it.”

by Geoff Wright
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Sales leaders often ask me how they can help their more experienced CAMs develop their skills. Most of our clients already have a channel training curriculum in place to cover product, channel fundamentals, influencing skills, business acumen, partner planning and other essential elements. (If you don’t have these in place, you’re really behind the game. Reach out to me, and let’s talk about how Channel Enablers can give you a jump-start.)
by Rich Blakeman
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Early in my career I was a systems engineer at IBM. I covered a territory that spanned western Minnesota and across North Dakota. I don’t know how many of you have driven across North Dakota, but there are a lot of really straight roads between places like Fargo and Dickinson—and not much else back in those days. I did my fair share of driving.

One of the things I'd do to amuse myself on these long trips was to test the alignment on my rental car. On some stretches of I94, when I took my hands off the wheel, my car could stay on the highway for at least a mile at a time before drifting toward the edge.

As I was reminiscing about the good old days with a colleague, it occurred to me how much partner channels are like rental cars.