For senior leaders, career moves should be curated around three pillars: the company culture and its authenticity ('People'), the product's innovation and market fit ('Product'), and the channel's potential for transformation and ecosystem expansion ('Partner').
The most exciting application of AI in partnerships isn't automation but its ability to analyze data and reveal non-obvious trends and correlations. This allows leaders to see patterns in partner performance and customer behavior that are invisible to the naked eye.
While top-line KPIs are important, the true narrative of channel transformation is in the trending data of lower-level metrics like conversion rates and certifications. Analyzing these trends reveals what's truly working and allows for tactical, effective investment decisions.
True channel transformation is impossible without unwavering support from the entire executive team. This alignment should be a primary filter when a channel leader evaluates a new role, as its absence guarantees failure and a taxing, unwinnable battle.
The channel profession is an ideal environment for women transitioning from other tech roles mid-career. It uniquely values skills like multitasking and relationship-building while providing broad business exposure, offering a more supportive culture for career longevity.
Instead of letting a partner program evolve organically, start with a clear vision of the ideal channel based on board-level metrics. Actively build towards that future state, which includes strategically stopping activities that only service a legacy model.