Channel Stalwart Ken Archer On His Exec Role At Nectar, The Red Hot UC Market And Making The Most Of Microsoft, Cisco Relationships

What are you telling those folks? What do you need from them?

Commitment. I'll invest for those that are committed. It comes down to high touch versus low touch. If they're committed, we're committed. I'll put in coverage resources. I'll put in technical resources, enablement resources. If they commit, we'll commit back. This is always a joint investment strategy that you go through with partners. We realize they have a choice of which vendors to work with and the largest partners have as many as 500 or more vendors they're representing. I will earn their loyalty, their trust every day. That is an investment I will make based on their loyalty and commitment.

Read more articles on: