Heather K. Margolis shares her journey from a small-town upbringing in Massachusetts to becoming a successful entrepreneur and consultant in the tech industry. She discusses her early influences, including her family's entrepreneurial spirit, her experiences in education, and the challenges she faced with dyslexia. Heather emphasizes the importance of understanding different learning styles and how they shaped her approach to business. She also explores the evolution of channel programs in the tech industry and the significance of building strong relationships in business. In this conversation, Heather K. Margolis and Vic Pepe discuss the evolution of channel partner dynamics, emphasizing the shift in technology sales and the importance of incentives in driving sales behavior. They explore how companies are investing in channel programs and the necessity of understanding customer behavior, particularly around renewals. The discussion also touches on the challenges of navigating multiple ecosystems and the need for authentic relationships in the channel.

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