How to Win Your First Six Months in the Channel — and Beyond

A blueprint for channel chiefs, channel account managers, and channel marketing professionals.

Like all good professionals, channel leaders inside vendor organizations often start new jobs with two primary goals: 1) They want to make a significant contribution to their company’s business objectives and 2) they want to meaningfully advance their careers. But many struggle to understand the nuances of the IT channel, including its business models, competitive landscape, and even taxonomy. This is especially true of newcomers to this part of the technology industry.