--- title: Listen, Learn & Follow Through description: "Learn from partnering executive Bob Skelley about the key skills needed for success as a leader in the channel industry: Listen, Learn, and Follow Through." image: https://www.partner-path.com/hubfs/blog-listen.jpg --- [![PartnerPath-logo-white.png](https://www.partner-path.com/hs-fs/hubfs/PartnerPath-logo-white.png?width=318&height=90&name=PartnerPath-logo-white.png "PartnerPath-logo-white.png")](https://www.partner-path.com/) [![Talk to Us](https://no-cache.hubspot.com/cta/default/361854/f5a1fedf-6e75-4dfe-8fe9-d16ec439ea67.png)](https://cta-redirect.hubspot.com/cta/redirect/361854/f5a1fedf-6e75-4dfe-8fe9-d16ec439ea67) # Listen, Learn & Follow Through ### 08.21.24 ### Share: ## Embrace the fundamentals to achieve success as a partnering leader. ![Bob-Skelley-120](https://www.partner-path.com/hs-fs/hubfs/Bob-Skelley-120.jpg?width=120&height=154&name=Bob-Skelley-120.jpg)My stepson, like many recent college graduates, is trying to figure out what he will be when he grows up. On a recent trip for his graduation, he asked me about how I got into partnering and what skill set I consider important for the job. Trying to answer these questions prompted our summer series of interviews with partnering executives: [Bob Skelley](https://www.partner-path.com/watch-june-2024-webinar), [Beth Glasstetter](https://www.partner-path.com/watch-july-2024-webinar) and [John Schwan](https://www.partner-path.com/watch-august-2024-webinar). I asked our first webinar guest, [Bob Skelley](https://www.linkedin.com/in/bskelley/), Vice President of Channel Sales & Strategy at [Arctic Wolf](https://arcticwolf.com/), how he got into partnering and what skill set he thought would be important. His answers about listening, lifelong learning, and consistent follow-through align with those I’ve found to be true. Bob originally got into channels from a traditional manufacturing sales role. He was tired of the traditional sales push and took a big step back on the career ladder to start a career in channels. I too was in sales before I entered the world of channels, working as an advertising account executive for an ad agency specializing in technology clients. While I ran the gamut of channel operations, marketing, program, sales and strategy roles and eventually landed in consulting, Bob made his way through several channel-centric companies running the partner programs and partner sales operations. He spent time at Microsoft, EqualLogic, Dell, Infinio Systems, and now Arctic Wolf. Both having a passion for channels, Bob and I agree that it’s not about what software tools you know, how many sales leadership books you’ve read or whether you’ve worked as a partner before. In my conversation with Bob, he shared some core skills that will help you develop as a partnering leader. ![blog-listen](https://www.partner-path.com/hs-fs/hubfs/blog-listen.jpg?width=500&height=292&name=blog-listen.jpg) > *“We have two ears and one mouth so that we can listen twice as much as we speak.” – Epictetus* - Listen to those who have come before you. - Listen to those around you. - Most of all, listen to your partners. In a channel world they are your customers. Your goal is to help them be wildly successful. ![blog-learn](https://www.partner-path.com/hs-fs/hubfs/blog-learn.jpg?width=500&height=292&name=blog-learn.jpg) > *“Learning is a lifelong process.” – Peter Drucker* - Listen to every podcast and webinar you can. - Attend conferences and actually go to the sessions. Talk to other people at the events (see *Listen* above). - Ask questions. - Find a mentor. *(Thank you again Maria Cirino and Bill Botti for teaching me when I was making channels my new career. – Diane)* ![blog-folllow-through](https://www.partner-path.com/hs-fs/hubfs/blog-folllow-through.jpg?width=500&height=292&name=blog-folllow-through.jpg) > *“You are what you do, not what you say you’ll do.” – Carl Jung* - Do what you say you’re going to do. A basic concept, yet so difficult for so many people. - Under-promising and over-delivering is better than over-promising and not delivering. - Make a commitment and make it happen. [![Watch: A Partnering Executive Interview with Bob Skelley](https://no-cache.hubspot.com/cta/default/361854/interactive-169729117342.png) ](https://www.partner-path.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJMnXU2ATVc1qUoRkKF8MqnsVJkMHCJQz%2Ffx7rtCPgcd6LewI%2Bsmuh8q%2FRNshx5YzUdXQPg86gSiyvOyrGDAg5OZ2spWPK7I8ISUoaTfQOBGagd%2Bpuhdri%2FN%2BEMJ%2FWzrPjzWgO4238dx%2Bbk1DDsEezp6DYCh5OMTGE%2FRGF%2BjiBTX1nGR%2FebbL1EFFfWyMPy9rCrNQZlNh8%3D&webInteractiveContentId=169729117342&portalId=361854) ![Diane-Krakora-soft-120](https://www.partner-path.com/hs-fs/hubfs/Diane-Krakora-soft-120.gif?width=120&name=Diane-Krakora-soft-120.gif) What steps have you taken to improve your leadership qualities? Are you looking for your next role in partnering and keen to talk with other passionate channel leaders? [Contact me](mailto:dkrakora@partner-path.com) and join in a future partnering roundtable to share ideas with others on your journey. [Diane Krakora](mailto:dkrakora@partner-path.com)* is CEO of [PartnerPath](https://www.partner-path.com/) with over two decades of experience defining the best practices and frameworks around how to develop and manage partnerships. *   Topics: [Partnering Tips](https://www.partner-path.com/blog/topic/partnering-tips) ### Share: [![Partner Advisory Councils Answer these 10 questions to design a more effective Partner Advisory Council. Download the Guide](https://no-cache.hubspot.com/cta/default/361854/c7a9882e-a189-4e75-a26c-c0bb609682bd.png)](https://cta-redirect.hubspot.com/cta/redirect/361854/c7a9882e-a189-4e75-a26c-c0bb609682bd) ### Subscribe to the Blog [![PartnerPath-logo-white.png](https://www.partner-path.com/hubfs/PartnerPath-logo-white.png "PartnerPath-logo-white.png")](https://www.partner-path.com/) 650 336 0470 [Email Us](mailto:info@partner-path.com) Connect with us on [LinkedIn](https://www.linkedin.com/company/partnerpath/) ### Services - [Plans & Programs](https://www.partner-path.com/consulting-services) - [Execution & Outsource](https://www.partner-path.com/program-execution-services) - [Trends & Insights](https://www.partner-path.com/performance-insights-services) ### Company - [About](https://www.partner-path.com/company/about) - [News & Events](https://www.partner-path.com/company/news-events) - [Customers](https://www.partner-path.com/company/testimonials-customers) - [Partners](https://www.partner-path.com/company/partners) ©2025 PartnerPath [Privacy Policy](https://www.partner-path.com/privacy-policy) [Subscribe to our Blog ](https://www.partner-path.com/partnerpath-blog-subscription) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Diane Krakora", "url" : "https://www.partner-path.com/blog/author/diane-krakora" }, "dateModified" : "2024-08-21T15:17:00.312Z", "datePublished" : "2024-08-21T15:17:00.000Z", "headline" : "Listen, Learn & Follow Through", "image" : [ "https://www.partner-path.com/hubfs/blog-listen.jpg" ], "mainEntityOfPage" : { "@id" : "https://www.partner-path.com/blog/listen-learn-follow-through", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://www.partner-path.com/hs-fs/hub/361854/file-587258667.png" }, "name" : "PartnerPath" } } ```