Responsiveness
Toth said channel partners need their channel managers to operate with a sense of urgencies.
“If I call you – if I email you – and I need something, I need it now,” Toth said.
He said he is often dealing with 14 different dependencies in a given deal, from talking to the CIO to putting together the proposal.
“One of those things is, I have to go talk to my vendor about pricing or a product or whatever. The quicker I can get those things, the quicker I can work on these other dependencies, because these other dependencies are somewhat dependent upon getting this response from them,” he said.
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