Top Gun 51 Profile: McAfee Global Channel Leader Kathleen Curry
… accept changes even if there is no benefit to them.
CF: What have you learned most from your experience with the channel and partners?
KC: Channels managed and supported correctly will deliver an incremental lift to your business, period. It requires investment and nurturing, just like any route to market. Partners will invest in your business if you give them a fair and profitable path to do so. And their customer relationships are strong, arguably stronger than the vendor’s in many cases.
CF: What are the components of a successful channel program? Are there things that used to work, but now don’t?
KC: A successful channel program has an equitable balance between benefits and requirements. Easy to implement, agile profitability programs work well. Heavy requirements without clear business impact are less effective.
CF: What do you consider your biggest accomplishments in working with the channel?
KC: Achieving exponential results is always fulfilling. I can think of so many great wins throughout the years; it’s just too difficult to name a single one.
CF: What are your career goals going forward?
KC: I am focused on developing and growing the McAfee channel business. That is what’s in store for the immediate future.
CF: What sort of advice would you give someone who is just starting out in channel leadership?
KC: Do the right thing. Do the right thing for your company, your people and your partners. Never sacrifice your integrity and emulate this high standard for your team.
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