When scaling internationally, many companies look to establish a channel to do so. Like any aspect of growing your business, building a channel is more likely to be successful if you have pre-defined goals, an outline strategy and a plan for how to achieve it. However, many companies ignore these basic rules of business. They just go for it – and then lament the fact that it didn’t work out.
Because every business is different, building the right channel partner structure to match your company’s offerings and go-to-market model needs careful thought and design upfront. Therefore, finding, evaluating and recruiting the right partners requires a disciplined process and rigorous qualification. Defining common definitions of “success” for both you and your partners is critical to allow objective review of partnership outcomes.
Who Should Attend this Webinar
Justine is a seasoned EMEA channel veteran with 30+ years experience working with tech startups. She has held Director roles at ShoreTel, Zultys and in recent times, Watchful Software. Her passion is working from a clean sheet of paper and building out a successful partner community. Justine’s market knowledge is across Unified Comms, Cloud & Cyber Security – working with and alongside partners in over 80 countries. Today, Justine heads up EMEA Channels, a pure channel consultancy helping start-up and scale-out vendors grow successfully through channels across EMEA.
With 20+ years experience working for various technology organizations, ranging from start-ups Zycus and Optimus Distribution to global majors Oracle, Lionbridge and CA-Satyam JV, Nehul was recognized as one of the Channel Champions in Middle East by ITP’s Channel Middle East in 2015. During his career, he has helped build the channel & alliances network in MEA for organizations including Avaya, Huawei, NetIQ, Novell, Suse, Extreme Networks, Netgear, Molex, Bitdefender, McAfee, Kaspersky, and Centra. A Go-to-Market enabler, Nehul, has deep expertise and experience in building markets, establishing alliances & channels, launching new products or divisions and charting new territories for technology organizations.
John has worked in the tech sector for 30 years in a number of industry sectors including telecoms, travel, banking/finance and government. He has held senior roles in several companies including Ipswitch, SmartBear, Capgemini/Sogeti, Saville Systems and BT. During his career, he has been a “first builder” of international channels and scaled existing regional channels globally. Above all, he has a wealth of experience finding, evaluating, recruiting and managing the full range of channel partners including OEMs, Global System Integrators, Distributors, VARs, DMRs, MSPs, CSPs, Referral partners, Solution Providers, Marketplaces, ATC partners and Global Alliances.