Bradford Giles, vice president of channel marketing for Cayan is back in a second episode of Channel Visions.  In this video, we learn more of Giles’ perspective on what it takes to lay the foundation for a successful channel sales strategy, including:

  • How viewing your channel partner (reseller, dealer, distributor, etc) as a member of your own sales team increases your influence on their message.
  • What “secrets” you can leverage from the biggest and best channel brands (spoiler alert:  think ongoing training programs, and clear and scalable processes.)
  • How stringent certification programs help keep your partners on point when communicating your brand value, and more confident in expressing product level details and end user benefits.

Check out more Channel Visions episodes featuring the leaders in channel marketing and partner relationship management at