When it comes to channel enablement, Reza Parsia, VP of Channel Sales at unified IT leader Ivanti, has three basic rules:
- Tailor programs and processes to the strengths of every partner
- Understand you can’t partner with anyone and everyone
- Work daily to find where vendor and partner objectives align, because that’s where success happens
Parsia shared these rules of engagement with Channel Marketing Journal during an interview last week. Watch this video for highlights of the conversation and the observations that have helped shape Parsia’s approach to channel enablement.
“Every partner has a unique offering in the market,” says Parsia. “It’s up to us as channel leaders and vendors to have ways to align with the strength of every partner.”
Watch the video.