New Research: The Platform Channel Challenge

John Rymer hosts Dave Marcus to discuss new research on the importance of effective channel partner strategies in the AI era. They explore common mistakes vendors make, the necessity of commitment and enablement, and the evolving landscape of channel partnerships. The conversation emphasizes the need for vendors to understand their channel partners' business models and to provide adequate support to ensure success.

Takeaways

• The channel business is an accelerator for vendors.
• Vendors must understand the value of their offerings to the channel.
• Commitment is essential for effective channel strategies.
• Channel partners have more choices than ever before.
• Enablement is crucial for channel partners to succeed.
• Compensation strategies must be competitive to attract partners.
• Understanding expectations is key to partnership success.
• Vendors need to align with channel partners' business models.
• Feedback from partners is vital for continuous improvement.
• The landscape of channel partnerships is evolving rapidly.