Telco/TSD Channel Strategist | Fractional Channel Chief | Entrepreneur | Sales Process Architect & Team Trainer | Channel Talent Recruiter
Are You Ready? The Channel is growing exponentially. I was told by one of the major TSDs that they receive around 30 new applications a month! There are an estimated 500 to 600 suppliers in the channel. What happens when there are 1200 suppliers in a TSD portfolio? Suppliers want in and the next level of Channel Leadership is needed! What are you doing to level up your skillset to be the next National Channel Manager, Director over the West, or Channel Chief? Looking for feedback on where the Supplier Sales Employees go to learn how to be the next (insert desired role here).
I love the continued growth in the channel but would make the argument that TSD portfolios need to get leaner and meaner. Everyone wants to be in the channel but most don't understand the dynamics and complexities. Your same argument persists regarding leaders through an era of consolidation but suppliers and leaders need to step up the game to be aggressive and competitive no matter where we are headed. 👍
Great question! I would suggest mentorship, even if not formal is key. I also agree w the comment that not all suppliers that want in really want in. They want the upside but not willing to play in the space. Beyond just a leader in the channel, an executive team/board is crucial to long term success. A lot of times the issues programs run into are because new executives come in and think they know this channel but don’t.
Modernization Architect | Data Center Facilitator | CX Lead
1ySomebody needs to train suppliers to maximize their channel program.