Building Channel and Partner Strategy

Many teams are finding it harder to generate pipeline these days. Is this new pipeline reality here to stay? Generating strong pipeline is still attainable — but the winning approach has changed. Most sales teams are running highly individualized pipeline gen tactics, without the structure, preparation, or leadership discipline required to sustain it. In this replay episode, Chris Vik breaks down why pipeline fails when it’s treated as an event instead of a system, and how high-performing teams connect pipeline generation to partners, community, field marketing, and recruiting to create durable growth. This conversation reframes pipeline as a leadership responsibility, not a rep activity, and challenges leaders to rethink how their entire go-to-market motion fits together.

Chris Vik is VP EMEA at Samsara and a former CRO at Leapwork and Go Autonomous, where he scaled go-to-market teams across new markets and high-growth environments. He is known for building structured revenue systems that connect pipeline generation, sales execution, and recruiting.

Resources mentioned:

• Flip the Script by Oren Klaff
• Pitch Anything by Oren Klaff

Get the Force Management framework for building and scaling predictable pipeline and revenue systems: 

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode:

• 00:00 – Why pipeline generation isn’t dead, but most programs fail due to poor structure and lack of leadership ownership.
• 01:31 – Why pipeline generation alone burns reps out, and how the five-cylinder model creates more durable growth.
• 12:20 – Why pipeline generation breaks down before execution, and how lack of preparation shows up as low activity and poor results.
• 18:55 – How real conviction comes from understanding how a business makes money and where it’s vulnerable.
• 37:39 – Why insight-led outreach outperforms generic messaging and earns you the right to a conversation.
• 46:45 – Why deals are won or lost early, based on whether you identify and build a true champion.
• 52:04 – What candidate preparation actually signals, and why it’s one of the strongest predictors of performance.
• 01:02:58 – How clearly defined leadership values shape hiring, trust, and day-to-day execution.

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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