Listen, Learn & Follow Through

Embrace the fundamentals to achieve success as a partnering leader.

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, Beth Glasstetter and John Schwan. I asked our first webinar guest, Bob Skelley, Vice President of Channel Sales & Strategy at Arctic Wolf, 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.

“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.

“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)

“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.

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 and join in a future partnering roundtable to share ideas with others on your journey.

Diane Krakora is CEO of PartnerPath with over two decades of experience defining the best practices and frameworks around how to develop and manage partnerships.