Over the next 6 years 3/4 of all people working in the channel will be Millennials. 2/3 of all purchases sold via the channel are made within the line of business. Today 75% of ALL products are sold via partners and within 8 years 90% of ALL technology will be sold via partners.

If you aren't at least a little channel curious yet, perhaps you should be.

The best channel managers and leaders share more in common with CEOs and General Managers than VPs of Sales.

Jay McBain is head of research in the channel for Forrester. With 25 years in channel sales working for big corporates and setting up 3 of his own companies in the channel software space, Jay shares his wealth of knowledge and scar-tissue with me in this interview  packed with useful suggestions, insights and challenges.

We cover selection, recruitment, onboarding, operations and navigating the changing landscape in detail.

You can learn more about Jay's research at jaymcbain.com

For a Kindle version of #MakingChannelSalesWork: 

 

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Email [email protected] for a paperback copy: (UK £20 including P&P with your address, £22 within EU, £25 Rest of World)

 

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