Tanium’s Todd Palmer on Finding the Right Partners

Changing Channels · Oct 12, 2022 · 30m

Todd Palmer, senior vice president of global partner sales at Tanium, joins Larry Walsh to talk about the mythical “right partners” that vendors always seek to sell their products and why it’s important to set the right expectations when developing go-to-market partnerships.

Vendors often say that they want to work with the right partners — resellers and solution providers with the ability and willingness to sell their products, support their customers, and, most of all, book consistent sales and beat revenue expectations.

“The right partners” are the white whales of the channel — a bit of a…