Multiple Levels Needed in a Channel Manager
• Soft Skills
• Qualities
• Measures of Success
• Experience
• Relationships
• Problem Solving
• Program Design
• Spiff Design
• Win/Loss Analysis
• Conflict Management
5
• Farming Partners or Hunting for Partners
• Distribution vs Reseller vs MSP/MSSP
• Regional/National/International
• Business Development by Partner
• Forecasting Ability
• Presentation Skills
• Legal Negotiations
• Marketing ROI
• White Space Analysis
• ISV Management
