Partner Journey Excellence
Navigating the Path from Onboarding to Growing Sustainable Partnerships
Date: Tuesday, 12th September 2023
Time: 8am PST | 11am EST | 4pm GMT
What You Will Learn
Striking the Optimal Balance: Recruiting New Vs. Nurturing Existing Partners for Sustainable Growth
Partner Onboarding: Navigating the Path to First Revenue and Beyond
Partner-Led Growth: Marketing, Lead Generation, and Customer Acquisition
Ascending Partnerships: Advancing Through Competence
Key Takeaways & Audience Q&A
The partner journey serves as a strategic roadmap to navigate through various stages of partnership development. Creating excellence in the partner journey is crucial for building partnerships that generate sustainable value for both you, and your partners. By optimizing each stage of this journey, communication, trust, and transparency are enhanced, serving as fundamental pillars for a thriving and successful partner ecosystem.
However, building successful partnerships is not a one-time event, but an ongoing process that entails multiple stages. Partner journey excellence involves continuous efforts in nurturing to evolve the partnership over time. From the initial building phase to ongoing nurturing and growth. By consistently investing in your partner journey, organizations can foster lasting and mutually beneficial partnerships that stand the test of time.
Learn From Channel Leaders
Join our panelists for a discussion and Q&A about how they've created winning strategies.
Jennifer Judy
Senior Director, Global Partner Experience
Penny Byron
Principal Consultant, Partner GTM
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Kenneth Fox
Chief Executive Officer
Margaret Adam
Head of Product Marketing
Jennifer Judy
Senior Director, Global Partner Experience (Hybrid Work Solutions & Peripherals), HP
Jennifer Judy's career is characterized by a remarkable journey of accomplishments, leadership, and dedication within the realm of channel management. Drawing from two decades of experience, she possesses an unwavering passion and dedication to achieving excellence in channel-related matters.
Currently, she leads the global HP | Poly partner experience. Here, Jennifer has made it her mission to transform the partner experience by creating an organization that is easy to do business with, promotes partner self-sufficiency, and fosters an environment to enable partner profitability. Jennifer's achievements extend to leadership roles in channel programs and experiences at Ruckus Networks, Brocade, Avaya/Nortel, and CommScope.
Her accolades include being named Channel Chief for three consecutive years (2021-2023), winning the CRN Women of the Channel award six times (2018-2023), and earning a spot on the list of "100 People You Don’t Know but Should".
Kenneth Fox
CEO, Channel Mechanics
Kenneth is CEO of Channel Mechanics, a globally recognized leader of channel program automation software, utilized by some of the world’s largest vendors to automate the delivery of their partner programs.
With a career spanning over 20 years in the ICT sector, Kenneth is an industry leader with extensive channel, technology and sales experience. Previously, he has held senior leadership positions at Nortel, Avaya, APC and IBM. He is recognized as a leader in implementing large scale channel, technology and business transformation projects.
Penny Byron
Principal Consultant, Partner GTM, Bridge Partners
Penny Byron is an industry recognized channel expert and thought leader, with expertise in building successful Partner GTM, Demand Generation and Revenue Growth Strategies.
She is also the founder of two successful start-ups with a long history of senior marketing roles and consulting services for market leaders like Cisco Systems, Adobe, Check Point, Juniper, Gitlab and Extreme Networks. As the Principal Consultant and Subject Matter Expert for the Partner GTM practice at Bridge Partners, Penny has deep awareness of current partner channel and industry dynamics, business drivers, and functional best practices.
She works with industry leaders and the cloud and SaaS innovators who are defining tomorrow’s marketplace, to grow revenue, activate channels, accelerate pipeline and create value.
Moderated by
Margaret Adam
Head of Product Marketing, Channel Mechanics
Margaret is Head of Product Marketing at Channel Mechanics. Margaret is a renowned industry expert with extensive knowledge of partner ecosystems and go-to-market strategy.
With 25 years of experience spanning vendor, distributor, and partner domains, she comes to us from Salesforce, where she held senior roles in partner and industry marketing.
Prior to that, she was an award-winning industry analyst for IDC in Europe, focused on GTM, ecosystem and partnering strategies.