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Your Blueprint for Successful Channel Transformation with Sam Valme
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Wondering how you can transform your company to drive more business through the channel and greater partner engagement across your organization? In this episode, Sam Valme, Sr. Director US Channels at Ave Point, shares how they are ramping up sales through Resellers, Integrators and MSPs. Sam unveils the pivotal moments and strategies behind AvePoint’s thriving channel ecosystem, emphasizing the crucial role of product development, enablement, and agile marketing.
KEY TAKEAWAYS
Here’s what I learned Sam did at AvePoint to drive channel transformation:
- After AvePoint went public, Sam gained the support of the AvePoint founders to invest in the R&D required to go after the SMB space aggressively through the channel.
- AvePoint shifted how they do product development to provide a better solution for MSPs, including providing a single pain of glass to see all their customers and manage customers’ licenses within a matter of months.
- As Global Program Manager, Sam had monthly calls with every region around the world to get their feedback and earn trust as he was building the partner program.
- Sam standardized the program with consistent discounts around the world. The requirements for the different program tiers was adjusted to meet market conditions in different regions.
- One of the biggest things they had to establish was comp neutrality to get sellers, who are coin operated, to engage the channel. It took the support of the Executive Leadership Team to get this in place.
- Rules of engagement are critical for handling the exceptions that will come up.
- Make sure you have executive alignment on the metrics you’ll be using to measure success for the year, and stick to those metrics throughout the year.
LINKS & RESOURCES
- Connect with Sam on LinkedIn
- Hear how Dark Cubed transitioned to a 100% SaaS channel model
- Try Impartner Partner Management
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