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Depending On Channel Partners Will Kill Your Business

I've been in the security industry about 7 years. I've been a channel manager the entire time.

I cannot wait to move out of this role. I've worked for companies that sell channel only and companies that sell hybrid. Here's my hypothesis:

********* ** ******* ******** **** **** your ********. ** ***'** ******* ****, you **** ** *** *** ***** with ******* ******** ** **** **** stuff. ***? *'* ****** **** ** talk ** *** *** **** ******. They're *** ******** ***** ******. **** write *** *****.

******** **** ****, *** ** ** honest--I ***** ****. **** **** ***** to **** ***** ***** *** * long **** *** ****** ***'** ********/****/****** then ******** ** ***** ** *** security ********** ******: "******. ****** **** my *****.. *'**.. *'** **** *** a ****** ********! ******," ** ***************.

** **** ******* **** ***** **, I'd *** **** ***** ** *** minority *******, *** **'* ***.

*. ******** *** "******* ***** **********," their ****** **** ** ** ***** to *** *****.

*. ******'* ******** **** ****** ***: "End **** *****, ******* ******."

*. **** ** ***** ******** **'* RSMs ** *** ***** *** ****** to ** ****** ********, **** ***** that *** ****** ****.

******: **** ******* *** ***** **** an ******** **********:*** ****** *** ******* ** *** Point *****, ************ *** ***** ********** Projects, ************ *** *********** ****** ******* The ******** **** **** **** ********* By * ********** ***/** *** ***-****

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*****'* *********** ****** ** ******* ****.

**** *******:

**** ** *** **** ********: *** bigger *** *** **** * ************ targets, *** ****** ** ** ** sell (** ** ***** ******) ******** to ****. ** ******** ** *** are ******* ********* ** *** (***** and ********* ** *** **, *.*.), it's ********* *********** ** ** ** end ***** ******* *** ***** *** just ** ***** **'* *** ***** justifying ********* ************ ***** ****.

******** ** ******* ********: *** ***** a ************ ** *** *** **** proven *** ******* ********, *** **** the ******* **** ******. ******* ** unproven ******** ** *** ****** ** the ************ (**** ********) *** * lot ** ******** ** *** **********. If *** ******* *********, *** ************ sales ***, **** ******* *** *** the ********** ***** ***** ** ******* and ****** *** **** **** **** unproven ********** ** * ******* **** is *** **********.

* ** ***** ******* ** ****** an ****** ** ******** ********* ********** as ********** ******* *********** *** ** **** *********** (**** 800)*** ** ************ ******* ******** **** they **** ****** **** **** ***** if **** ******** **** ** ******* partners ** ****** *** **** *** case *** ****.

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****,

***'** *******.

* **** *** * ******* ***** based ***/****** ************ *** ** * talk ** *** ********, ** ** them ***: "*** **** ******* ** really ****! **** ***** ******* ******** are ***** **? *** ****** ** your ******* *******? **, **'* ****** brand ***? * ***** *'** **** until ** *******."

****** ***** *** ** *** **** it *** ** ****** *** ******* on ** *** **** ****. ******* didn't *** **** **** **** *** all ***** ********, **** ******* **** I ***** * ****** ******.

******* ** *** ******** ****** ** the *** **** *** **** *** buying ** ** ******. (+$** ******* in ***** **** ****). ******* ******** are ********* ******** ***** **** ** the ****. * ***** ** *** partner ** *** **** *** ** fulfill. *** ******, *** *****, *** consultative *******. **** *** ****** *** more ******** **** ******* ***** *** hanging *******.

**** ******'* ** *** ****, *** again ***** *** ******** *** ***: "I'd ****** ***** ** ****/******/********/***."

****'* ****. *** *** ** ***** when * **** **** ******** ********, but ***'* ** ********* *** * did **--* ****** *** ***** ** you'd ***** ** ** **** *** you ********.

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* ***** ** ********** ** **** product. *** ** * **** *** more?

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Funny: 1

**** **** ***** *** * **** reach ***.

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Funny: 1

*********** ************ #*

*** *** *** ****** ** **** comment **** *'* ********** ** **** more *****.

*****, *** *** ******* ******* ******** ask *** **** ***** ******* ******** are ***** **** *******. *** **** say **** **** ** **** ***** it *******.

**** *** *** *** ***** *** buying ** ** ******.

** ** *** ***** *** ****** it ** ******, ******'* *** ***** to **** **** **** ******* ******* asks ***** **?

*******, **** **** ******* ******* ****** down * **** **** ***? **** you ******** **** * ****/*** **** where *** **** **** **** *** perfect *** *** *** ***? ** was ** * ******-**** *********** *** where ******* ******** **** ******* **** on **?

* **** ***** *** ***, *** 100% ****-**** *** ** *** ** to **** **** ******* ** ** send ** * ****. *** ** you're **** ******* **** **** **** to ***** ***** ***********, *'* *** going ** *** ******* * **** to ****** **********, *** *********** **** won't *** ** *****.

********** ** **** ********.

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* *** **** **** **** ***** about ******* ***** ******* **** **** bids *** *** ******** *** ** fight **** **.

** * ******* **** *** ** the ********* *** ****** * ***'* have ** ***** **** **** ******* clients ********** **** *** ******* *** then ******* *** ****** **. **** was **** ******* *** **** *** when *** **** ******** *** **** alot ** ********** ** *** ***** cycle.

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******* ***** **** ** ************* ******* with *** ***** **** **** *** product ** **** ******* **'* *** right ** ***** ******* *** **** force ** **** *** ****** ******* they *** **** ****** ** **** a ****.

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**** ***** ***, ** *** **** emailed ** ****** **** **** **** being ******* ** ** ******** ************ sales **************. *** **** *** ******* the *** **** **** ********** *** fine *** **** ****'* ********* *** wrong ** *** ** ****. *** end **** ****** ** ** ***** to **** *** *** ********** **** I ******'*. ****'* *** ***** ** having * ***** ******, ****** ** course, **** ****** **** *** ****.

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** ******** * *** ****** ******* out ** ** *** ***** ** to ******* **** **** ** ** installs. **** *** ******** ** *** leads *** ** ** * **** new ******* ***** * ***** ***** is * *** *** **** ********.

**** **** ******* * **** ** us ** * ******** **** **** never **** ****** ****** ** **** done **** ******** ******* *****. * am *** ********* **** ** ***** to ** **** **** *** ****** starts ****** ** ** ** ****** with **** ******** **** ***'* ** done ***.

*** ***** ****** *********** ***** **** lead ******* **'* ******** ** ******* but ** *****'* **** ** *** solution ** *** ***** *** ** not. ** **** ** **** **** the **** ***** **'* **** ******.

** **** ****** ** ** ** integrators? **** *** **** ** ******* solution **** ** **** **** **** the ******'* ***** *** **** *** future ******** **** **** ** ** along **** ** *** ** *** installation ******* *** ********** **** ****** do *** ** **** *** ****** needs.

******: **** ******* *** **** ***** to *** *** **********:*** ******* ************ ****** ** ***** But ********* *** ***** ********, **** Should ** ** ** ***********?

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***** ******** *** ****** ******* *** not *** ******* ********, *** **** VSAC ** **** *** **. *** our ***-**** ************* **** ***** **** with *** ***** ******** ** ***********. Ever. **** ** *** ********** **** where ******* *** ***** *** ******* contracts *** *****, ********* *** ********** is ****. ** *** **** **** not ******* *** *** ***** *** to * ******.

********** * *** ******* ******* ************* from ********** *** *********** ************* **/**/**** VSAC. ***** ****** *** ******* **** and **'* **** ** ******* *** value. *** ****** ****** *** ***** driving **** **** *** ******* ** with ******. ***** ******* *********** *** some **** ************* *** ****** ** get * **** ***** ********* ******* partners. **** **** ** ****. ***** will ****** ** * **** *** both *** * ******* ** **** equalize ** *** **** ******. *** growth ** ******* ************* *** ***** were **** ****** ******* *******. ***** industries **** ******-**-******** ******/********* *** ***** are ***** *************.

** *** ******* **** ******** ** this *******. * *** ******* ***** us ** ******* ******* ******* **** had ** ** ***** *****. *** I'm ******** *** ****** **** ******* many ***** * ****.

**'* ** *********** **** **** *** folks **** ******* *** *********** ** designing, **********, *** ********** **** ******** are ** *** **** **** '******* your ********.'

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**** *** *** *** ***** **** AXIS?

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****** *******

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"***? *'* ****** **** ** **** to *** *** **** ******. ****'** the ******** ***** ******. **** ***** the *****."

****, **** **... *** *** *****.

**** ***** *** ***** ** *** people *** ******** **** **** *******'* stuff **** *** ****, *** **** it *******.

**** ***** ***** **** *** ****** you ***** *** "******* **** ********."

*** ** **** **** *** **** strategy ** *** ** ********** **** to **** *******'* ******** ** "*'** give *** * ****** ********," *'* guessing **** ******* ** *** *** user ******** ** ***** *** ***** to ** **** *** ** **** in **** ****.

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* ***** *** *********** ***** **, in ** **********, **** *********** ****** want ******** ***** **** *************. (******** in ******* ******) *****'* * *** ** * contradiction, ******, ** **** *********** (********* the **** ****) ******* ** ************* having ****** ************ **** *********. **** can **** *** * ********* *** a *********** ** * *********.

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** ** ** ***** ** ******* for *** ** *** ******* ******* software ********* * *** **** **% of *** ******** *** ****** ** the ********** *******, * ****** *** any ************ "******** ***********" **** ******** drive *** ******** **** **** *****. All ***** ***** **** ******* *** integrator ******* *** **** *** **'* or ***'* ***** **** **** *** integrators ** **** *** ****. ********** and ********** * ***** ******* ** one ** *** ********* ********** ** a **** ************ ******* *** ****. As ******** ** ***** * ****** had * ******** ** ******* *** work **** ****** ********** ********, ** is * ***** ** *** *** these ********* *** **** *** **** about *** ***** ******* *** ******* direct ** ***** ***-*****. ** ******** with ********* **** ******* *** ******* the ***** *******, *** **** **** cannot ****** *** ***** ***** ******* and ********** ** ***** ** ***-**** direct *****.

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** (***** ** **) - ** pick ** ** ****'* ***** ***** - ** *** ********** *** ******* the ********, ** ******* *** ************* reputation ** ***** ****** ******** - there ** * *** **** ** designing * ******** **** ****** **** just ******* **** ******* *** ********* to **** **** ****. *** ******* , *************& "***********" "*********" ******* ****** works ********** **** *** ******** ** the ********** ********** ** *** *** clients ** ***** ********** ****.

** *** **** **** ** **** employ * **** ******** ********** - there *** **** **** **** *** you *** **** ***** **** *** install ** **% ** **.

******* * **** ****** **** ** part ** * ****** ******** **** AACS / ********* / ***** **** alarms *** *** - *** ********** (the **** ** ** *** ****) can ***** *** ***** ******** ** the **** ********* *** *** ** responsible *** **** ******* ********. *.* the *** ** ******* **** *** individual *****.

*** *** ****** **** * **** tried ** **** **** ***** **** were **** **** ******** - "**** up" ** ****** ******* **** **** than ** ** *** **** - so **** **** / ***** / months / ***** ***** *********** * spec ** ********* **** ***** / exists - **** **** ***** * saw * **** **** * **** respected ********** ****** *** *** ******** panel ** **** **** * ***** as * ******** ******* - *** sure **** **** **** ***** ** connect ** ** !! - **** at ***** * ***** ***** * saw * **** **** ** *** tapes ** ** - ** ***** that ********** *** ****** ** !!

****** *** *********

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* *** ** *** **** **** year *** ****** **** * *** integrators *** **** *** **** **** Verkada ***** ****** ** *** ***** and **** *** **** ** *** business ** **** **** **** *** in. * ***** **** ***** ** a ******* ***** ***** *********** ** longer **** ** **** ***** ***** and *** **** ***** ******** ** manufactures.

*********** ************ #* ** ******* *******. If * *** *** **** ** end ***** ** *** *** **** do ** ** ******** **** ** one ** **** ***** *** **** ever ***** ** ****.

*** ****** ** ****** ** *** norm *** ** *** *** ** the *** *********** **** *** **** work **** *** ** **** ** something *** **** ******* *** ** new ********** **** *** **** ** happen ***** ****** ** *** ******.

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*** ******* ** *** ********* ** the ******** ********. ****** *** **** all *** *** ******** ** *** security ***** **. *******, ** ******* can **** ****** ****** ** ************ impact *** *****. ************* *** ********* less **** **** *** ******** ** a ****. *** ***'* ** *** install ****, *** *** ***** ** you *** ************ ** ** ******** site ******. ****, *** *** ****** one ** *** ***** ** * larger ******. * ** *** ********** that ************* ****** *** *** ** engage *** *****, *** **** ****** cultivate ******** ** ***** ******* **** pass ***** ***** ** ***** ****** partners.

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***** **** ****. ** *** ******* VSaaS ***** ******** *** **** *** get ******** **** ** ******* ********.

**** ******* *** ****** ** **** on *** ******* ******* ***** **** efforts. *********, ***********, ********* *** *************. Unpopular ******* ******** ** ***** *** imo; **** ***** ***'* ***** ****.

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** * "******* *******" * **** the **** ***** *** *************. **** of *** ******* **** ************* ** when *** ************ ** ******** ** the ***** ***** **, ***** ***, in ********** *** ******** ***** *** sale.

*** ************ ***** ***** *******, ***** could ** * ******, * *** software ********, ** *** ******** ********, their *******, ***. *** **** ********* cannot ***** ****** ** ******* * fully ********** ******** *** *** *******.

* ***** ** ** ********** ** know *** ************ ****** **** ****. It ***** **** ** **** **** content ** **** **********. ***, ** you **** ** ** ****, *** not *****? ****** *** ********** *********** are ******* *** ***** *** ** guys.

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* ***** **** ******* ******* ** the ******* *** *** *******.

******* *** **** ****** ******** ************, on-site ********: *** **** ** ******** for ** ********** *** *** *** create * ****** ************ **** ****. As * ************ *** *** ******* without **** ******* ** ***** ***** of ********.

****** ***, ******* **** *** **** Verkada: ** ****** **'* **** ******* WAP *** **** **** ***** * ladder *** *** ** **** ** goes ***. ** **** ***** ** see *** ****** ******. **** ** where **** ********** ** **** ******** and ********* *** ******** ***** ** known.

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****** ***, ******* **** *** **** Verkada: ** ****** **'* **** ******* WAP *** **** **** ***** * ladder *** *** ** **** ** goes ***. ** **** ***** ** see *** ****** ******. **** ** where **** ********** ** **** ******** and ********* *** ******** ***** ** known.

***** *****'* **** *** ***** ****** will ** ****** *** *** ***, the ***** **** **** ** ****, and *** ***** *** **** ** set **. *** *** ****** ** online, *****?

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*******. ** *** *****'* **** ** long ** ** ***** **** ******** needs ** ****** *******. *** **** and *****, **********, ********* *** ******** less ** * ********** ***** ***. Besides, ** **** **** *** ***** guy ** ***** ** **** **** he *** ** *** *****, ******* it's *** ***** ****** ** ***. Usually ****'** ** ****** ****** ***** it, ******** *** ****** ** *** IPVM **** *** *** **** *** drop * ****** ** * ****** map.

*'* *** ****** **'* *** **** way ** *** ***** ***, *'* just ****** **'* **** **** ********* are ******** ** **** *** **** and ****. *** ***** ** *** integrator ***** ** ****** ****** ******* selection.

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** **** ******* **** ******** **** to **** *** ******* *** **** can't ** *** ******, *******, ** LP?

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*****, ****** *** ***** *** ****** on **** ********** *** *** * PPF ****** **** ***** *** ******** happy. *** ***'* **** ** ********** to ** ****.

*'* *** ****-**********, * **** ***** the ***** ***** ** **** ******* the ***** ********* *** ***** *********.

****, **** * ******, **'** *** cable *** ******* **, *** *********** the ****. ***, ***'* ***** ** manage *** ****** *** ** ***? Who's ***** ** ****** ******* ** it's *** *********? *** ** *********** for ******* *****?

*** ***** ****** ** *** *********** to *** **** *** ******* ******* providers ****** **********.

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*****, ****** *** ***** *** ****** on **** ********** *** *** * PPF ****** **** ***** *** ******** happy. *** ***'* **** ** ********** to ** ****

***** *****'* ********* **** ******** **** be **** ** ** *** ****** or ****** ** *** ***** **** need.

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*********** ********** #* *** *********** ************ #8 *** **** ******* ** **** statements.

*** *** ** *** ******* ************ are ******** *** ******** ** * whole ***** *** *** *********** ********** is ******* **** ***** *** ** it ***********. *********** ****** *** ****** US *** **** **** ***** ** take * **** **** **** *** will *** ** ******** **** *** specified ** *** ***** *** *** ask *****.

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