Rob Spee: 5 Ways to Manage Channel Change

Channel Journeys Podcast

Change is difficult. And driving the shift from a channel mindset to a partner ecosystem mindset within your organization is a big task. Rob Spee, SVP Global Channels at Beyond Trust, shares why shifting from a channel to a partner ecosystem strategy can be difficult to manage. Rob offers five things you can do, whatever your role, to drive the change to this partner model in your organization.

KEY TAKEAWAYS

Here are five things you can do to drive the change to a partner ecosystem strategy:

1. Get educated. You need to really understand all these changes, the impact they are having, and what changes you and your company need to make for sustainable growth.
2. Educate others in your organization on this channel shift. If you’re a partner manager, educate your sales team. If you’re a partner chief, educate your senior and executive leadership. Make sure everyone understands the major shifts taking place.
3. Drive internal alignment. Depending on the audience, that’s going to be a balance between why it’s best for the customer, why it’s best for your company, and why it’s best for the individual.
4. Drive external alignment with your partners and your customers. Your entire go-to-market team can assist in this.
5. Be ready to jump in. Not a spectator sport. Whatever role you play, you can help drive change. Get ready to role up your sleaves and jump in.

LINKS & RESOURCES

• Connect with Rob on LinkedIn
• Listen to CRO Brent Thurrell on Driving Growth with a Partner Ecosystem
• Try Impartner

The post Rob Spee: 5 Ways to Manage Channel Change first appeared on Channel Journeys.