We’re kicking off a new year in the channel with a look at what it takes to achieve channel success in 2020. Channel Chiefs have an almost endless list of things to do, from figuring out how to keep existing partners productive to launching new initiatives to attract new types of partners. I share my top five must-dos, above all else, that will provide the highest impact on your channel business. 

The 5 things technology vendors must do in 2020 are:

What does being bronze, silver, gold or platinum tell anyone about a partner? It doesn't tell you or your customers anything about their capabilities, their skill sets, or their value proposition. @ChannelJourneys
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Don't assume that your sales teams know how to work with partners. @ChannelJourneys
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As a channel manager, you've got to expect pushback from the sales teams. You're asking your sales reps to take a leap of faith and giving up some level of control. @ChannelJourneys
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Training your partners to deliver an excellent customer experience is even more important than training them how to sell. @ChannelJourneys
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