Over the last 20 years I have been managing a vast selection of Partners whilst working at Canon with a mixture of companies that lead with print and many that are IT Resellers who have print and document management as one of many IT specific solutions.I have experience of selling directly to Partners or supplying through a Distributor plus engaged with end users when supporting a Partner.Much of the last 5 years has been managing VAR's (SCC, Computacenter, Sopra Steria) delivering successful large projects into the enterprise end of the market. These deals are more complex and require lots of core skills such as strategic planning, stakeholder management, project planning and negotiation skills.