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My three decades of selling in the tech sector have been divided between leading direct sales and technical teams and leading channel or partner sales and technical teams.  In that time, spent on both sides of a fence between direct and partner sales, I’ve seen a wide range of expectations and beliefs of what a channel or partner rep does for a living.  I’ve seen channel reps derided as relationship managers, event planners, overlays, or hangers-on.  And I’ve seen partner sales professionals fully respected by their direct sales peers as part of the selling team.  How they are seen is, in part, a function of how they approach their role. 

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The ways in which tech sector OEMs and their partners navigate the simultaneous demands of exploring and exploiting will determine their success in helping customers manage a transition of applications and workloads into and out of multiple cloud environments so their data is where they want it when they want it. As tech companies exploit many new technologies being explored, what is required from leaders, and often missing, is the conviction and absolute clarity of what must be exploited over different points in time.

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Cisco Live brings together the world’s top professionals to collaborate, to learn and to innovate. NetApp is a leader in enabling stories of digital transformation. Together with Cisco and our mutual ecosystem of partners, we are changing our world for the better.

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Innovation. It doesn’t happen in a vacuum. In particular as technology advances, transforming our world at a rapid pace, no one company can do everything alone. NetApp needs its partners and alliances to help us achieve more for customers. To invent, to modernize and to transform.

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As the director of Global Partner Marketing, Betsey Pashayan leveraged more than a decade of experience in the channel to develop a global partner marketing team focused on enabling demand generation for partners across solution priorities. Pashayan led the creation of affordable platforms and consistent programs that allow partners to focus on generating demand to accelerate the growth of their business. In recognition of her accomplishments, CRN honored Pashayan as one of the 2016 Women of the Channel, and also named her to their Power 100 list.

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