Episode 72 · Activation
A Pragmatic View of Channel Operations
with Tom Harker, hosted by Jeff Lennon and John McCabe
Tom Harker joins Jeff and John to stress what actually holds partnerships together: relationships and real differentiation. Asked what he'd tell a younger self about channel work, his answer wasn't a tactic. It was helping the rest of the organization understand what partnerships are actually trying to do. The ideal partner profile shouldn't just revolve around who can make you money; it has to account for the business and the industry too. And exclusivity limits growth more than it protects it.
Cited in "Why Great Partner Programs Don't Happen by Accident" →
From the Weekly Wave
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