August 06, 2025

Mastering Sales Leadership in a Channel-Only Company with Jeff McCullough

51 minutes

In this episode of Channel Journeys, we welcome back Jeff McCullough, who is now Vice President of North American Sales at NetAlly. Jeff shares his extensive experience transitioning from a channel leader to a sales leadership role while maintaining a strong emphasis on channel partnerships.

You’ll hear how Jeff is mastering sales leadership in a 100% channel sales model, in the face of massive changes in technology, buyer trends, and the political landscape.

KEY TAKEAWAYS

Here are the top lessons learned from Jeff’s journey and insights on leading through change:

Emphasis on 100% Channel Model: Jeff highlights how NetAlly operates exclusively through channel partners, which has proven to be highly effective. The top-down commitment to this strategy has enabled seamless market access and enhanced customer satisfaction. Even though some customers occasionally prefer direct transactions, NetAlly remains steadfast in its channel-only approach.

Transition from Product-Led to Value-Led Selling: Jeff discusses the importance of shifting from merely highlighting features to focusing on value-driven outcomes. This approach helps in articulating how NetAlly’s products can reduce troubleshooting times, improve network efficiencies, and optimize IT infrastructure, particularly in large enterprises.

Trends and Adjustments in Federal Sales: Jeff sheds light on the challenges and opportunities in federal sales, especially given the current political and economic landscape. Jeff talks about the uncertainties in federal budgets, personnel changes, and evolving procurement methodologies, emphasizing the need for strategic targeting of sectors with clear budget allocations.

Ethics and Long-Term Relationships: Throughout the conversation, Jeff touches on the importance of ethical decision-making and building long-term relationships with partners. He believes in giving more than getting initially to foster trust, which ultimately leads to mutual growth and success.

Personal Insights on Leadership: As a seasoned sales leader, Jeff shares his belief in transparency, the importance of trusting and enjoying the team you work with, and focusing on execution to achieve long-term goals.

TIMELINE

01:20 Jeff’s Career Journey

03:24 NetAlly’s Mission and Products

05:24 Sales Strategy and Partner Dependence

06:38 Industry Trends and Technological Shifts

10:26 Federal Sales and Government Challenges

17:15 Adapting Sales Strategies

23:22 Cybersecurity Innovations

27:31 The Role of AI in Network Infrastructure

29:20 Leadership and Sales Strategy at NetAlly

31:14 Challenges and Benefits of a Channel-Exclusive Model

34:38 Personal Motivations and Ethical Leadership

42:53 Midwestern Values and Career Reflections

45:33 Future Challenges and Customer Budget Concerns

49:05 Conclusion and Contact Information

LINKS & RESOURCES

Connect with Jeff on LinkedIn

Listen to Jeff on How Customer Experience Drives Partner Success

Find out How Sumo Logic Unlocked Partner-Led Growth with Timm Hoyt

The post Mastering Sales Leadership in a Channel-Only Company with Jeff McCullough first appeared on Channel Journeys.

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