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Blindspots of Channel Managers

Anyone who works in the IT channel business knows that it is one of the most complex jobs on the market. The average stay is under 3 years. There are so many moving parts in the channel game, that it is a daunting challenge. Yet, technology vendors need the channel to market and sell their products everywhere. On top of this, the channel partners are also very busy and being bombarded by countless suppliers. The noise level is high. It is a very crowded space so only the smart will be successful.
As a channel partner ecosystem builder for 30 years, I am always fascinated by the science and art of channel development. In my interview with Marcus Cauchi, we talk about some of the many challenges facing channel partners. I think it should give some food for thought as channel management make their 2019 plans.
Julian Lee