In this episode Barrett welcomes Karl Soderlund, a Global Channel Executive with over 25 years experience of driving revenue results in the enterprise software, hardware, and infrastructure markets. According to Karl, partnerships are built on trust and mutual commitment. Rushing into a partnership without a solid foundation of trust is unwise. Greatness thrives where trust already exists. Trust is something that is earned over time, not given freely. Karl has been in this business for 30 years of which the last 15 have been in the channel side and he has learned that honesty and straightforwardness are key in handling contentious problems. Delivering difficult news can still earn trust if done with integrity.