082 - Craig Schlagbaum - Building Channels With Recurring Revenue

Unlock the secrets to channel partnership success with Craig, the channel strategy virtuoso who transformed Comcast's sales landscape. In this enlightening discussion, we delve into Craig's playbook on fostering valuable channel partnerships in an environment traditionally dominated by direct sales. 

He opens up about the perseverance required to pitch the channel's worth to internal doubters and how to cultivate trust and mutual growth with external partners.  Tune in and discover more about: 

- The importance of meeting customers on their terms to not only win business but also transform channels into profit powerhouse. 

- Managing massive partner ecosystems and prioritizing key partnerships.

- The shift towards consultative selling in the IT landscape and the emergence of trusted advisor partners. 

- Fostering a team culture focused on growth and equipping employees with the right tools to excel in evolving channel landscapes.

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