VIDEO: Keith Goodwin on Importance of Channel
The channel is now viewed as a leading organization within most technology corporations. In addition, the channel industry has emerged from a fulfillment and enablement engine to one that leads customers to their next phase of productivity and growth — acting as a trusted advisor to IT and business professionals alike. Despite its elevated profile, the ingredients of a successful channel go-to-market strategy remain a mystery. According to Keith Goodwin, senior vice president of Worldwide Channels, there are three key elements of Cisco’s industry-leading channel philosophy: partner profitability, listening to partners and leading market transitions.