Channel Mechanics is delighted to announce registration for their forthcoming Webinar: “Accelerate Channel Revenue with Smarter Program Choices” with guest speakers, Natalia Vianden, Director Global Channel Programs at Extreme Networks, A.J. Tedesco, VP of Channels at Securly and Balaji Subramanian Global Channel Chief at IGEL Technology.
As companies grow and evolve their channel ecosystem, the demands from partners in turn evolves. While a startup might offer a partner portal and deal registration to entice new channel partners, a more established vendor will need to offer additional programs to accelerate their growth. In short, these can range from incentive and spiff programs to create partner loyalty to MDF and rebate programs to support partners with their market development and sales efforts. While established vendors entering new markets might consider promotional offers along with pricing and discounting programs. All in all, knowing the correct mix of programs to support your level of maturity, at any given time, can be a little perplexing.
– The Channel Programs most applicable for your company’s growth stage i.e. start-up, growth and well-established.
– Desired partner behaviors for the various stages of maturity
– How to operationalize channel programs for the different maturity stages
– Finally, some Top Tips from the panel for the various stages of a maturing channel
– Concluding with audience Q&A – An opportunity to get real world advice from the panel
– Firstly, start-up and scale-up tech companies who are actively growing their channel.
– Secondly, established tech companies who are looking to expand their channel presence.
– Whilst the primary audience is tech, the principles apply to any industry vertical using channel.
Natalia Vianden is the Director Global Channel Programs at Extreme Networks. Having worked in the networking industry for over 20 years, she has a proven track record of devising and implementing strategic channel programs. Most notably, launching the Global Channel Partner Program for Extreme Networks. Since joining Extreme she has led the relationship development with Avaya. Natalia is laser focused on delivering the best outcomes to Extreme’s partners and their customers, earning her the CRN 5* Partner Program Awards five years in a row. She has extensive experience as a leader and presenter and sits on a number of partner advisory boards. Natalia is based in Munich, Germany, and speaks English, German, Spanish and knows sign language.
A.J. Tedesco is the VP of Channels at Securly. In this role, he has built a global channel with the unique challenge that Securly is the first pure SaaS, K-12 student safety vendor. To effectively serve this market, Securly’s channel incorporates both small and boutique partners as well as the largest DMR’s. All in all, leading to an exciting and diverse partner landscape. AJ is a Bay Area native. Previously, his channel roles spanned startups to large public companies such as Fortinet.
Balaji is extremely grateful for gaining 20+ years experience in the high tech industry, working at companies such as Cisco, Adobe, Informatica, ServiceMax and currently at IGEL Technology. Bringing a strong breadth of experience in running businesses, Balaji’s roles include Finance, Sales Ops, Strategy Planning and Direct Sales. In addition, he has attained progressive and meaningful experience in Channel Sales & Alliances, building Partner programs for and working closely with VARs, Distributors, Regional System Integrators and Global System Integrators.
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