How do you build a channel team to support and drive explosive channel growth? Ally Murtlow, Director of National Channel Sales at Dialpad, shares how they grew their channel team by over 400% to manage and drive their channel bookings that are growing 150% year over year.
KEY TAKEAWAYS
- Dialpad expanded their channel team from less than 10 people to over 40 in one yearÂ
- Ally runs the National Channel Team, each responsible for 2 or 3 Master Agents
- 13 Regional Channel Managers on the RCM team who each cover their top 40 partners in their patch that they select as their most strategic partners
- 13 Partner Account Managers (PAMs) are inside channel managers aligned 1:1 with the RCMs, focused on recruting, onboarding, and enabling the rest of the partners
- PAMs have at least 5 years of some sort of sales experience, but not necessarily channel experience
- Many of their new hires are referred by their tight network of channel partners
LINKS & RESOURCES
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Ally Murtlow: How to Manage Explosive Channel Growth first appeared on
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