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The most fun as a leader is getting to be creative with a team and making things happen that are bigger than any one person can do.  This is why I love the business of B2B channels, partners, alliances and marketing.  I know how to make partnerships translate into sales and market-share growth.

Tactically, when it comes to partners and channels I subscribe to the same fundamentals that drive performance with direct sales: the basics of qualifying, the rigor of sales and pipeline management, closing, hunting, farming, recruiting and developing teams.  

Strategically, I also subscribe to the notion that many partners offer unique access to industry sectors, segments or technical resource...

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