Recently I was discussing with a Channel Manager some tactics to help a partner into an end-user account and I asked what their channel eco-system was like. I got a blank stare. Fair enough, so I explained what I meant. I got another blank stare. This article is about building a channel eco-system; what it is and how to use it.
When it comes to relationships with your partners, it is important to build a web of relationships at all levels within the partner organisation, not only by yourself, but with many others in your company. Rather than being the star soloist, aim to be the conductor of your own orchestra.
This has been hotly debated internally at every vendor I have worked with. As a professional channel manager the answer is so obvious that I am amazed that people even need to ask this question.