With the rise of 'shadow IT', a performing channel function becomes more and more important. But having partner 'volume' is only part of the challenge. Managing and supporting these partners with the right tools and systems is the key to ensuring we generate the right results.
The Channel is More Important Today than Ever Before: It is important to take a step back. The channel organization’s role in a company has steadily increased in visibility and value over the past ten years. In the past, many channel departments would be buried under layers of sales, marketing, operations or financial management. With over 75 percent of world trade flowing indirectly across all industries, many CEOs have elevated the role of the channel chief directly into the boardroom as a key member of the management team.