Session 3: Building a partner channel
Many independent software vendors (ISVs) are interested in recruiting partners to sell or integrate their products. Some develop outstandingly successful partnerships; some founder on miscommunications or operational issues, and some fall apart because the partnership foundation was mis-aligned. Diana Kreklow and Gail Mercer-McKay share insight into the keys to success for a successful channel development initiative and best practices you can leverage for your own partnership initiative.
After you view this webinar, you'll have the tools you need to have a relevant and productive partnership discussion between your organization and prospective channel partners and to be able to articulate your joint value to customers. Downloadable resources will help you take action right away.
Do you have questions about building a partner channel? Join Diana and Gail live in the comments section for Q&A on Thursday, April 24 from 10am-11am, Pacific time (UTC -8:00)
About the presenters
Enthusiastic and insightful, Diana cut her business teeth in sales and sales management at some of the world's best organizations including Microsoft, IBM, Attachmate and Computer Associates. Her responsibilities included the development and management of partnership strategies, business and solutions development, marketing innovation and performance reporting. She enjoys working collaboratively with virtual teams, managing complex multi-partner engagements and developing partner and channel programs that deliver results.
Able to skillfully navigate the challenges facing both smaller partners right through to some of the largest ISV's, she has successfully built programs that include alignment with market leaders such as Microsoft, IBM Global Services, Accenture, and McKinsey Consulting. Her industry experience includes Financial Services, Distribution, Healthcare, Public Sector and Manufacturing.
With over twenty-five years' experience, Gail Mercer-MacKay works as a leader in the Microsoft ecosystem helping partners create compelling marketing communications stories. Prior to founding Mercer-MacKay over seven years ago, Gail was VP Sales and Marketing for an ISV, taking the organization from start-up to a multi-million dollar software company with clients across North America, Europe and Asia-Pacific.
Gail serves as a Board Member at both the Canadian and International level of IAMCP – International Association of Microsoft Channel Partner and is a Business Advisor at the Research Innovation Center in Mississauga where she guides entrepreneurs looking to start and grow their business. She is the recipient of two awards for community leadership for her role as founder and director of "A Woman's Write", a program for patients suffering from mental health disorders at St. Joseph's Hospital.
Corinne Sharp has been working within the IT sector for over 20 years. As the President of Sharp Perspective, she is helping organizations with their channel, sales and talent strategies to scale their business through others.