Jeff Skeldon - Turning Channel Complexity into Strategic Advantage

In this episode of Partnerships Unraveled, we dive deep with Jeff Skeldon, Head of Go-To-Market at ArmorCode, to explore the full spectrum of building and managing a channel-centric revenue engine.

Jeff shares his decades of wisdom on navigating timing, trust, and transparency in partner ecosystems, and why true commitment, not convenience, defines successful channel strategy.

Here’s what we cover in this conversation:
- We discussed the critical indicators founders should watch for before diving into the channel, and why product-market fit must come first.
- Jeff highlighted the importance of customer success as the foundation for economic success in the channel.
- What was mentioned about GSIs, VARs, and MSPs clarified how each route to market demands distinct strategy, expectations, and investment.
- We explored the “pursuit team” model, revealing how cross-functional collaboration creates pipeline, accelerates trust, and drives go-to-market alignment.

Whether you’re testing the waters or steering a global program, this episode is packed with real-world insights for channel professionals at every level.

Connect with Jeff: https://www.linkedin.com/in/jeff-skeldon/

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https://channext.com/

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