After about 5 yrs in the direct sales world at an AI startup, M&A of a start-up (and I guess my boss' boss) has led me to what we believe is our next big opp at our company: channel.
The company we acquired has great status and partner relationships built and they want me to go in and find where our solutions plug into existing and future business.
The problem: I don't know what I don't know. I've been direct my entire career so I'm trying to get ahead of potential roadblocks and learn as much as I can to ramp up fast. My first concern is our org's lack of product marketing and materials which I fear will make education difficult.
For those who have made the transition, can you share:
1) your strategy for taking direct sales skills into the channel
2) any books you read or leaders you follow for personal development
3) general observations or advice from your transition