By Keith Lubner, Co-Founder of Channel EQ
“Shadow Channels”. “Vectors”. These are the new terms that we need to become familiar with in the channel. Why? Because your existence and your profitability depend upon it! Winning in the channel requires organizations to align to the various “vectors” and to “sell outside of IT” and into the various parts of the business that now have budget authority. In an interview with Channel EQ co-founder Keith Lubner, Jay McBain discusses the notion of why these terms are so important moving forward.
Keith Lubner acts as an advisor and mentor to several of today’s leading channel organizations on strategies, tactics, and programs to accelerate growth. He is a world-wide recognized expert on enablement, channel sales & marketing issues, and channel leadership. His training programs and workshops have been delivered across the globe to several start-up and multi-national organizations.