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I've been in channel sales for almost 20 years (on both sides from running a channel and also being a partner in a channel) and I can 100% with confidence, unlike direct sales, channel success is almost entirely from programmatic and systemic structure.
Marketing, platforms, and finance will determine the success of a channel program before a channel manager/sales person opens their mouth. Some of the most successful channel programs I've been involved in have the weakest salespeople in the company but still produce superior results.
Thank you for your feedback. In my case it has been the case that te company wants me to work a channel strategy, which I have, get it to work with some partners, which I am doing. Including training and everything needed, however they are not giving me the tools or rather.... They are no wanting to invest in parter e-learning, or a prm or even a partner portal.... What would be te best way to deal with this in a case like the one I am facing?