Channel Journeys Podcast

Ally Murtlow: How to Manage Explosive Channel Growth

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How do you build a channel team to support and drive explosive channel growth? Ally Murtlow, Director of National Channel Sales at Dialpad, shares how they grew their channel team by over 400% to manage and drive their channel bookings that are growing 150% year over year.

KEY TAKEAWAYS
  • Dialpad expanded their channel team from less than 10 people to over 40 in one year 
  • Ally runs the National Channel Team, each responsible for 2 or 3 Master Agents
  • 13 Regional Channel Managers on the RCM team who each cover their top 40 partners in their patch that they select as their most strategic partners
  • 13 Partner Account Managers (PAMs) are inside channel managers aligned 1:1 with the RCMs, focused on recruting, onboarding, and enabling the rest of the partners
  • PAMs have at least 5 years of some sort of sales experience, but not necessarily channel experience
  • Many of their new hires are referred by their tight network of channel partners
    • LINKS & RESOURCES
      • Find Ally on LinkedIn
      • Read about Dialpad’s record channel growth
      • Learn more about Allbound
        • The post Ally Murtlow: How to Manage Explosive Channel Growth first appeared on Channel Journeys.
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