Ten Challenges That Keep Channel Chiefs Up at Night

By Michael Vizard

Channel chiefs are a lot like health care professionals. You may not always like what they have to say, but they are looking after your well-being and that of the greater community at large. As such, it should come as little-to-no surprise that that there are things about the state of the channel that keeps the average channel chief up at night. Working in collaboration with Forrester Research, Zyme Solutions, a provider of a channel management platform, has made available a report that outlines many of the challenges that cause channel chiefs to lose sleep. Most of the problems channel chiefs have stem from a lack of visibility, which is why they are willing to reward partners that share reliable information with them more handsomely than those that don't. Naturally, that puts an extra burden on solution providers that need to weigh whether the reward for providing that information to any given vendor is worth both the time and, as is all too often the case in the channel, the perceived risks associated with having a customer poached by a direct sales force the vendor may have set up alongside its channel program. Channel Insider offers a look at key takeaways from the report.

This article was originally published on 2013-10-09
Mike Vizard has been covering IT issues in the enterprise for 25 years as an editor and columnist for publications such as InfoWorld, eWeek, Baseline, CRN, ComputerWorld and Digital Review.