Putting partners first
Welcome to the 2018 edition of CRN’s annual report on Australia leading partner manager and channel directors. This is our third year of compiling the channel chiefs list, and you’re bound to see a few new faces (and some familiar ones) in the slides that follow.
While we often report on channel chief changes, as an executive moves from one vendor to another or onto new things, the role of the channel chief itself is changing as well. In the discussions in the lead-up to this special, heads of channel have told me that roles which used to be primarily concerned with making sure partners were up to date with their certifications and hitting targets must now increasingly focus on ensuring value for the partner: selling into their channel and selling with them as well.
Resellers want their channel chiefs to have expertise not only in the partner community, but in selling into the midmarket and enterprise as well, in the hope they’ll share some know-how in breaking into this space. Streamlining enablement, making it flexible, self-paced and relevant has also come up. In a market with so many vendors to onboard, untangling enablement can save a partner time and money. One thing that has endured when it comes to doing business in the channel is the importance of relationships. Without a proper relationship, partnerships fail to meet their full potential.
We hope you find this guide useful, and that it serves as a resource to foster new partnerships to come.
Michael Jenkin, editor, CRN
Check out the 2018 CRN Channel Chiefs digital hub with an easy-to-navigate portal covering all the Australian channel leaders you need to know!