If there’s one constant in the IT sector, it’s change. If there’s one thing channel partners demand from their vendors, it’s consistency.
How can these two forces be managed? That’s the job of the channel chief – often caught between a large and complex network of independent IT resellers and the demands of their own global parent company.
From strategies for compensating managed service providers while achieving quarterly revenue targets to the need for better industry specialisations within their partner programs, these business leaders shared the ups and downs of life at the coal face of the Australian IT channel.
Kaaren Lewis, director of channel and distribution, Commvault
Chris Hewlett, director of commercial channel, HP Inc
Patrick Devlin, south pacific manger, distribution and SMB, HPE
Josh Gardner, channel manager, HPE Aruba
David Sykes, sales director, Sophos
Janet Docherty, director of ANZ channel sales, Veritas
Steven Kiernan, editorial director, CRN and iTNews
Rebecca Wallace, brand director, CRN
Michael Jenkin, deputy editor, CRN