u/foreign_signal

Can someone explain what the value Partner and Channel teams bring to a large sales organization in a SaaS business, for example?

I know partner and channel Reps and SEs blowing out their numbers every year in my org by 200%+, but I don't exactly understand what they actually do day to day. I've spoken with people in both roles and to me it seems like they meet with partners to help educate them on the product and do demos and workshops, but they aren't actually selling direct to customers. Is it common for partner/channel roles to perform this well consistently?