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The tension between short-term channel sales target achievement and medium-term partner enablement has never been greater. At the end of 2017, I overheard a VP of channel sales saying to his CAM team “you can invest in enabling your partners as long as you are achieving your sales targets.”. Any long service CAM knows how funny that quote is. It is simply not possible to achieve your partner sales targets if you are not equally investing in enabling your partners for success.
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