Navigating Channel Sales Strategies

This chapter explores the intricacies of implementing channel sales models across various industries, especially in B2C and B2B sectors. The speakers share their experiences, highlighting challenges faced and the essential role of channel partnerships in the cybersecurity field. Emphasizing the need for proper training and investment in relationships, the discussion underscores the importance of aligning incentives for sales representatives to foster collaboration and drive growth.

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What's the real difference between a CFO and a COO? Can you do both roles simultaneously? And which title is more desirable from a career perspective? Today’s guest, Colin Sims, who is currently the CFO of Hunters but has held both titles multiple times, joins CJ to answer these questions and to talk about channel sales. They discuss what it takes to build a successful channel sales model and how companies need to “feed the channels" before expecting them to feed the company in return. You’ll hear about winning sales motions, what to look for in a CRO, and why transparency trumps democracy when it comes to business decisions.

If you're looking for an ERP, head to NetSuite: https://netsuite.com/metrics and get the CFO’s Guide to AI and Machine Learning.

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NetSuite provides financial software for all your business needs. More than 40,000 companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform, head to NetSuite https://netsuite.com/metrics and get the CFO’s Guide to AI and Machine Learning.

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LINKS:

Colin Sims: https://www.linkedin.com/in/colinjsims/

Hunters:

https://www.hunters.security/

CJ on X (@cjgustafson222): https://x.com/cjgustafson222

Mostly metrics:

http://mostlymetrics.com

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TIMESTAMPS:

(00:00) Preview and Intro

(02:35) Sponsor – Planful | Subscript | Rippling Spend