FAQs

More valuable, if they shift toward the strategic and relational parts of the role. AI raises the floor on productivity [...]

Adopt AI for the mechanical layer of the job, then reinvest the reclaimed time into the high-judgment, relationship-building work that [...]

AI can support a relationship by handling research, timing, and follow-up. It cannot own the relationship. Trust is built through [...]

High-volume, transactional, script-driven sales roles are most exposed, because much of that work is mechanical. Complex B2B sales built on [...]

No. AI will automate many of the tasks inside a sales role, especially research, drafting, and administrative work. The core [...]

Measure channel partners the way you measure your best direct accounts: by the long-term value of the relationship rather than [...]

Avoid channel conflict by defining the rules of engagement before it happens: which accounts are served directly, which run through [...]

A distributor buys your product, holds inventory, and resells it to customers, taking ownership and margin in the process. A [...]

Most channel programs underperform because companies invest in recruiting partners and then go quiet. A partner signs an agreement, receives [...]