By Keith Lubner, Co-Founder of Channel EQ
In Malcolm Gladwell’s book, The Tipping Point, there is a story about Paul Revere and the immense influence he had. People knew him. People recognized him. When the needed to get the “word out” that the British were coming, people knew that Paul Revere was “the guy” to spread the word. And he did ! But, most people do not realize that there was another rider trying to do the same thing as Paul, but was for the most part unsuccessful in his attempts.
The same “influencer” theory holds true within the channel. In this podcast, Jay McBain discusses with Keith Lubner the notion of the “Law of the Few” and how there are certain people within the channel who are very similar to Paul Revere.
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.