In an industry driven by rapid innovation, evolving threats, and constant reinvention, it’s easy to focus solely on technology. But every once in a while, a moment reminds us what truly powers the channel—and Valentine’s Day is a fitting time to say it plainly:
Our real love story is community.
This year, CRN highlighted that truth in its Valentine’s Day feature, “Valentine’s Day 2026: Why The Channel’s Real Love Story Is Community,” and we at Climb are proud to have been part of the conversation. Our own Dale Foster, Kim Stevens, and Jennifer Morrison offered their perspectives on why, despite the challenges and changes shaping the market, one thing remains constant: people are the channel’s greatest strength.
Read what Dale, Kim, and Jennifer had to say below!
“What I still love about working in the channel 30-plus years is old school relationship building. Building good relationships is what sets Climb apart from our competitors time and time again.
The closer and deeper relationships you have with your vendors and sales reps the faster everything moves. We’re in the business of selling speed so this is critical.
The vendors we engage with are shocked when I tell them I will catch the next flight to meet their field rep who can then take me to meet some of the resellers they work with. These vendors simply wouldn’t get that service from any of our competitors.
No matter how sophisticated AI becomes, it will never match human connection, and I love that.”
Dale Foster, CEO
“What I love most about the channel is that it didn’t put me on a predefined career path, it gave me the freedom to design one. Channel expertise allows you to lead from your strengths, evolve with the market and build a career that isn’t limited by titles or traditional lanes.
At its core, the channel is built on relationships—earned over time, grounded in trust and strengthened through collaboration. It challenges you to think differently and create value well beyond a single transaction. For me, being a channel professional has meant defining success, and my career, on my own terms.”
Kim Stevens, CMO
“What I love about the channel is the incredible sense of community. It truly feels like everyone is rooting for each other. Every person I’ve met has become someone I know I can turn to for help support or guidance whenever I need it.”
Jennifer Morrison, Marketing Manager