Summary
Today’s channel sales leaders must navigate a sea of variable conditions, manage the risks of veering off course, and avoid burning through resources at all costs. Channel sales leaders often forget or overlook that they have a North Star to guide them: the ideal partner profile. In this report, we detail the characteristics of a repeatable, scalable, and segment-driven partner profiling process and demonstrate how the ideal partner profile is connected to every investment decision a channel sales leader must make.
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