The Channel Surfers - Ep. 29 - The Channel Trenches: A View from a Channel Manager with Ross Kemp
Update: 2025-09-09
Description
The Channel Trenches: A View from a Channel Manager with Ross Kemp
In this episode of The Channel Surfers, we go straight into the front lines of channel sales with Ross Kemp, an experienced Channel Manager who knows the realities of building and sustaining partner relationships day-to-day.
Ross shares candid insights into what it really takes to manage a territory, balance partner expectations with corporate objectives, and still find ways to drive pipeline growth. From navigating internal alignment to developing trust with partners in the field, Ross paints a clear picture of the highs and lows that every channel professional encounters.
We discuss:
• The realities of “living in the trenches” as a Channel Manager.
• Strategies for staying motivated and focused while juggling competing priorities.
• How to turn partner challenges into opportunities for growth.
• The importance of consistent communication and trust-building.
Whether you’re an executive trying to better understand your field teams or a channel rep seeking relatable stories and proven tactics, Ross’s perspective delivers practical, unfiltered advice.
In this episode of The Channel Surfers, we go straight into the front lines of channel sales with Ross Kemp, an experienced Channel Manager who knows the realities of building and sustaining partner relationships day-to-day.
Ross shares candid insights into what it really takes to manage a territory, balance partner expectations with corporate objectives, and still find ways to drive pipeline growth. From navigating internal alignment to developing trust with partners in the field, Ross paints a clear picture of the highs and lows that every channel professional encounters.
We discuss:
• The realities of “living in the trenches” as a Channel Manager.
• Strategies for staying motivated and focused while juggling competing priorities.
• How to turn partner challenges into opportunities for growth.
• The importance of consistent communication and trust-building.
Whether you’re an executive trying to better understand your field teams or a channel rep seeking relatable stories and proven tactics, Ross’s perspective delivers practical, unfiltered advice.
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