1. All information was developed and
taken from the work of Mike Pagliuca
Channel
Vigilance
Prepared by Mike Pagliuca
April 21, 2010

2. All information was developed and
taken from the work of Mike Pagliuca
1. watchfulness
2. observance
3. protecting
Vigilance Defined

3. All information was developed and
taken from the work of Mike Pagliuca
Two of my Channel Vigilance Influences
“Channel Stewardship”“Make a difference for
your partner”

4. All information was developed and
taken from the work of Mike Pagliuca
What do these two athletes have in common?
It is their individual efforts will enable the teams to win or lose

5. All information was developed and
taken from the work of Mike Pagliuca
Your Company
Your Partner
CAM
Channel Vigilance is Bi-Directional

6. All information was developed and
taken from the work of Mike Pagliuca
Employer Facing Channel Vigilance
• Goals of the partners communicated
• Communications with your leadership; sales teams and others
• Coordination of resources
• Push for change and creativity to secure the “unfair advantage”
• Be the steward of the partners
“Internal Channel Vigilance is tougher than external Channel Vigilance”

7. All information was developed and
taken from the work of Mike Pagliuca
Partner Facing Channel Vigilance
1. Goals of region
2. Goals of the company
3. “make it personal”
4. Communicate the needs, wants and expectations of the partner
5. Orchestrate the appropriate resources

8. All information was developed and
taken from the work of Mike Pagliuca
1. Purpose – clarity; focus; no questions
2. Respect – given and gotten
3. “Can I count on you” – quote by Lou Holtz
4. Empathy – do you really care about others
5. Empowerment - can you get the problem solved
6. Creativity – how can we be different
Channel Vigilance DNA

9. All information was developed and
taken from the work of Mike Pagliuca
When it works; it feels really, really good

10. All information was developed and
taken from the work of Mike Pagliuca
When it works; it feels really, really good