2. Stefanie Hammond

Vendors now face growing complexity when they’re designing their channel programs because the channel ecosystem is evolving rapidly.

Stefanie Hammond is head sales and marketing nerd at N-able. She made waves for explaining how N-able has accomplished a restructuring.

“At N-able, we’ve gone back to our roots. The focus is on developing and growing our partner community. The MSP institute, the Head Nerd team and the partner success managers are all non-commission-based programs at N-able. Our main objective here isn’t to make sales, it’s to get involved in the partner community and learn about the issues they are facing so we can help them grow as a business. This enables sales — which is the goal — but not the immediate objective.”

Read Christine Horton’s article to learn how the past two years have seen dramatic changes in what customers expect.