To ensure that increasingly demanding business-unit buyers are being engaged by partners that truly understand their needs, channel leaders should apply significantly more discipline to their partner recruitment and selection practices.

During this session, attendees will discover how the transfer of purchasing authority to business-unit buyers is requiring new levels of specialization and sophistication from their partners.

It will review how channel leaders are implementing more customer-centric programs byredefining their channel ecosystems to include a diversity of nontraditional partners and alliances.