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Advice From A Channel Chief

After more than 30 years at IBM, much of it working with solution providers, Michele Stern knows a thing or two about how to build a successful channel management career. Stern -- a CRN Women of the Channel Power 100 executive who took over as IBM's vice president of business partner sales, North America, last July -- is now laser-focused on helping IBM's business partners transform their business models to support recurring revenue as they move toward selling cloud services and Software-as-a-Service. At the same time, Stern is also mindful of the need to protect IBM's core business and core channel partners while working to grow IBM's channel ranks. Here she offers her insight into what it takes for women to make the jump into channel management and the keys to finding a good mentor to help along that journey.