Plank: Expecting immediate measurable results ruins channel sales strategies
Matt Plank · SaaStr CRO Confidential: Founders Fund Partner Sam Blond + Rippling VP Sales Matt Plank · Dec 15, 2022 · at 15:36
Matt Plank, VP of Sales at Rippling, discusses common pitfalls when building partner and channel distribution programs.
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“I think one of the things that I think people make the mistake that people make or one mistake people make in channel is they expect, like they expect immediate results and they expect to be able to measure the impact of the channel, like incredibly directly. And you have to have like conviction with the channel because it's not going to work right away. Like partners don't just show up and start sending you like massive volume on day one, but you have to invest a lot to get a channel partner to like get going.”
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