"It’s really about how a vendor can make itself more attractive and easy to do business with. That is very often one of the deciding factors that we will look at when making a selection in terms of whether we go to market with that vendor or not."

"Stay organized, communicate often, and always understand the needs of the market so you can best adjust your benefits or offer."

"The strategy that you have on day one for your partner program is most likely not going to be the strategy that you have on day one hundred fifty. Allow yourself to in check in with yourselves as a company, check in with your partners, do a gut check, and make sure that the strategy that you're taking to move forward is the correct one."

"Organizations tend to look at the customer journey only. But we must do the same for our partners and analyze the touchpoints we have with them as well. From the moment we onboard them to the support of that first sale, we must make sure we are equipping them for success."

"If I had to give any advice to a channel manager looking to grow their program, I’d say highlight your top three, four, maybe even five areas that you really want to get done and start with those. And select a platform that can grow with you as well."

"Make your partners smart people. Make them understand the buying circumstances, or the market conditions and objections, so when they're in a sales conversation they're powerful."

"You have to ask yourselves: Do we have to have the right foundation that allows us to do one-to-many, and do we have the right people with the right skill set so they can be successful?"