Let’s be honest: there’s a wide disparity between the best channel chiefs and the also-rans. I was reminded of this recently when I saw VMware Channel Chief Ross Brown explain to his peers how technological developments are fueling channel transformation. It was a masterful presentation.

Brown bings to the table all the key qualities that matter most. This includes business acumen, organizational influence and infectious optimism, just to name a few.

The qualities of a superior channel chief are things I’ve thought about over the years. In my time in the channel, I’ve identified the attributes that matter most. You may nit-pick my choices, but they pass the all important McKinsey “MECE” test.

To bring them to you, I teamed up with Impartner, which underwrote a new eBook I wrote on the “9 Attributes of a World-Class Channel Chief.”

I welcome your feedback.