Tom Henderson

Tom Henderson, VP of Worldwide Channel at Wiz, shares his expertise in channel sales with a background from AppDynamics and Zscaler. He dives into the common misconceptions in channel sales, emphasizing the shift needed from direct sales to building trusted relationships with partners. Tom discusses how a channel-forward approach can accelerate revenue growth and optimize deal-making. He also highlights strategies for nurturing sales talent and the importance of adapting to evolving market dynamics, making a compelling case for prioritizing partnerships.