Annual Planning Unplugged – Channels – with Wendy Chin

For this AMA, we’re excited to be hosting Wendy Chin, a distinguished Fractional Revenue Operations and Sales Enablement Leader and bona fide Revenue Detective.

Her extensive experience with companies like Mode, Bugcrowd, Mercury Interactive, HP and Blue Coat Systems has honed her skills in uncovering hidden opportunities and solving complex RevOps challenges.

This AMA Session Focus is Mastering Channel Strategy in Annual Planning

Key Questions:

  • [4:08] What are some of the differences between SaaS and hard goods and how does that affect channel strategy?
  • [8:16] What are the right or wrong reasons for building out channels?
  • [18:47] What are some of the biggest operational challenges in executing a channel strategy and what are your tips for overcoming or anticipating them?
  • [26:33] You previously mentioned SaaS companies being more focused on direct business and not necessarily in channels. Do you see that trend being consistent in the long term?
  • [35:38] Related to someone else’s question, how do you structure teams and support for channels?
  • [40:22] For partners that don’t have customer success teams, what is the vendor’s role in helping partners build customer success capabilities?
  • [44:22] What are your best practices for setting up channels in Salesforce?
  • [49:29] If partners don’t have differentiation, their value becomes diluted. How should a vendor help partners build additional value around the vendor’s SaaS offering?
Imagen del Autor


Fullcast was built for RevOps leaders by RevOps leaders with a goal of bringing together all of the moving pieces of our clients’ sales go-to-market strategies and automating their execution.