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Hall said partners need channel managers to help them wade through the bureacracy of a large vendor organization.
“We count on channel managers to be able to pull in the right resources at the right times to efficiently work with their organization. Knowing how to make things happen within the supplier bureaucracy is vital,” he said.
Toth agreed.
“A good channel manager will say, ‘I got this. I’ll deal with all these people. And I’ll let you know what this looks like in the end,'” he said.
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