One of the most popular channel programs to offer to Partners is that of Deal Registration. However, with an increasing number of Partner types in the channel – from Distributors, Resellers, VARs, System Integrators, Influencers, Referral, Marketplace, CSP, MSP, Service Provider, Alliance, Technology, to Solution Provider, how are Deal Reg programs evolving?
Join Channel Mechanics for the webinar “What Modern Deal Registration Programs look like“ with contributions from panelists Kate Price, Global Channel Operations Manager with Extreme Networks, AJ Tedesco, VP of Channels at Securly and John McArdle, VP Sales with Channel Mechanics.
A well designed Deal Registration program can drive the right Partner outcomes for your business, ultimately measured by increased revenues and new logo acquisition. However, in today’s channel ecosystems, Deal Registration programs cannot be deployed in isolation from other programs in your overarching Channel GTM strategy. Therefore, this webinar will share real-world experiences of what leading vendors are doing to design compelling Deal Reg programs – combined with other channel programs – to win Partner mindshare and loyalty – and outpace their competition with revenue growth and market share.
– Firstly, why Deal Registration programs are still important for the channel
– Secondly, what a good Deal Reg program looks like
– What programs should be combined with your Deal Reg Program
– Myths about Deal Registration – let’s bust them here!
– How to measure & track the success of Deal Reg programs
– Key takeaways/top tips for successful Deal Reg programs
– Finally, audience Q&A
Kate Price leads Global Channel Operations at Extreme Networks. Based in Frankfurt, Germany she has been with Extreme for over 15 years. Extremes global partner base operates in a traditional 2 tier model via distributors and resellers, from small/mid-size to large. Extremes attractive deal registration program and process allows resellers, as well as distributors on behalf of resellers, to submit and follow deal registrations from submission to final quote in a very automated, self-sufficient way that ensures deal protection with attractive benefits.
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. This has led to an exciting and diverse partner landscape. AJ is a Bay Area native where his previous channel roles have ranged from startups to large public companies such as Fortinet.
Working in the tech sector for over 30 years, John has experience in telecoms, travel, banking/finance and government. Moreover, 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. In particular OEMs, Global System Integrators, Distributors, VARs, DMRs, MSPs, CSPs, Referral partners, Solution Providers, Marketplaces, ATC partners and Global Alliances.
Having recently joined Channel Mechanics in 2021, John is a channel programs expert having worked across multiple markets to help brands create and execute channel programs.
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