How Channel Futures' Channel Influencers Made It to the Top

Few leaders consciously think about how they’re influencing their teams and their peers. For most, it’s through action, leaning on what they’ve learned from mentors and watching colleagues.

Influencers can have 30 years of experience under their belts or they can be up-and-comers; in fact, an influencer doesn’t even have to be in a executive or managerial role. Everyone has the opportunity to contribute to a culture of success.

So what defines influence in the channel? As Jim Glackin, executive VP of channel sales at Nitel told us, “You’ve got to be an advocate … and be able to drive focus, energy and commitment to the channel.”

Sarita Rao, president, integrated and partner solutions, AT&T, connected influence with relationships.

“I believe influence can encompass a number of important qualities, including strong relationships, trust and expertise. Relationships are always the foundation,” Rao told Channel Futures. “You have to develop a meaningful connection with your potential customer in order to have any influence.”

Furthermore, as Riya Shanmugan, group VP, global alliances and channels, global MSP sales at New Relic put it, influence is usually earned.

“Influence means that when you talk, people listen, and when you act, people take note,” she said.

Channel Futures last month unveiled its 2023 Channel Influencers list. Selected by our team of editors, this year’s honorees span the channel — from MSPs to technology service distributors, industry veterans to next-gen trailblazers. We recognized Aryaka’s Craig Patterson and Kaseya’s Fred Voccola as our Channel Influencers of the Year.

But we wanted more. What makes the more than four-dozen people we selected tick? What makes someone an influencer? In the slideshow above, some of our Channel Influencers tell us how they define influence. It gives us insight into what has made them successful.