Podcast: The Future of the Channel

Doyle Ledford, VP of Channel Sales at Posiflex, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Ledford talks about the impact 2009's channel changes will have on 2010, emerging verticals, the important role of ISVs, and the future of the channel beyond 2010. Ledford also details Posiflex's channel expansion plans, the subject of much discussion recently in the channel.

"Each of these vertical specialty customers is looking for a total solution," Ledford says. "So, for us to have success penetrating one of those markets, we need our channel partners. We need to help our channel partners find the appropriate ISV partners so we can jointly offer a solution to the customer. ... We're growing our channel team to have a better reach in to the market. We previously had four regional sales managers for (North America). We're going to go to seven; one dedicated for Canada as step one, and six for the United States."