What A Channel-Centric CEO Looks Like

In our Channel Training courses, we talk about how companies evolve through five stages of partnering maturity:

Novice – vendor is unsure of partner value
Tolerant – there is ad-hoc engagement with partners
Reliant – recognition that there is a need for partners to achieve targets
Aligned – the vendor’s systems fully support partnering
Centric – the whole business is partner focused

For a company to be at Level 5, that means everyone, from the CEO down, must view their business and job role through a channel lens. This article about Microsoft CEO Satya Nadella is a great example of a CEO that is driving his company to be Channel Centric.

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WHAT OUR CLIENTS SAY

It's rare to spend a few minutes explaining your business strategy to someone and they immediately understand and challenge. This is what happened when we engaged Channel Dynamics to help us evolve a business model developed over 25 years into a cohesive and communicable strategy that will drive growth over the next few years. We have used the outcomes to drive real change to our business and positive results are starting to be seen.

Munsoor Khan – Director