The Channel Won’t Fix Lead Gen Overnight with Walter Weigold

From Channel 2.0 Podcast · 01:06:54

Show by Kameron Olsen

Walter Weigold has seen the channel from every seat at the table. He started in telecom as a high school senior installing autodialers on Long Island and became a business owner at 22. He helped grow that company to $30 million and 120 employees, reinventing it three times without replacing the people. After the sale, he led the team that brought 26 acquired companies under one system and one process. Then he spent years helping VARs, MSPs, and suppliers grow through the channel.In this episode, Walter and I get into what the channel can and can’t do for you. If your direct motion, your messaging, and your ideal client profile are working, the channel can multiply that. If they aren’t, signing with a TSD won’t fix them quickly. TSDs want suppliers who grow the pie, and they’ll take the time to see you prove it. We cover where MDF actually pays off, why partners start you on smaller deals before handing you the big ones, and why Walter would bet the over on a 12 month timeline to real channel revenue.He also shares the lesson a mentor taught him that changed how he sells. Stop fighting thirty competitors for the 5 percent of the market that’s buying today, and start working the 95 percent nobody is paying attention to.Walter Weigold: “Know what you’re investing in before you invest.”

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