Name: The IT Decision-Maker’s Buyer’s Journey for Integrated Partner Solutions
Start: 2023-03-30T15:00:00Z
End: 2023-03-30T15:00:56.000Z
Location: BrightTALK
Rating: 5

Partner Marketing Visionaries™ is a member-driven community created to help B2B technology Partner Marketers hone their craft and achieve success for themselves, their programs, and their companies. Stay on top of emerging market trends and learn best practices from 50+ Partner Marketing executives at some of the world’s leading technology companies. These experts share their insights into everything from crafting effective joint go-to-market strategies to driving demand with and through partners to proving Partner Marketing’s impact to the business.

 

About TechTarget: TechTarget’s dedicated, global Partner Marketing Services team provides white-glove support and turnkey solutions for Strategy, Content, and Demand. We can help you validate your “better together” story, communicate it throughout the IT buyer’s journey, and access and influence our worldwide network of 30M+ B2B professionals to drive thought leadership, leads, and partner pipeline.

To thrive in the fast-paced world of technology partnerships, Partner Marketers must be multi-talented and adaptable “Swiss Army knives.”  Unlike your peers in Marketing, you don’t always have the luxury of focusing on a specific discipline. You are responsible for it all – from joint go-to-market planning and messaging to content development and demand generation to managing budgets and reporting on pipeline impact. Sounds a lot like the charter of a CMO, right?

Tricia Jennett (Sr. Director, Global Partner Marketing at NetApp), Matt Davison (VP, Marketing & Communications at SoftwareOne), and Anne-Marie Clegg (Global Partner Marketing Lead at Skyhigh Security) are all Partner Marketing leaders who have all embraced the role of being their own CMO. Join us as they sit down with Anita Covelli (Director, Partner Marketing at TechTarget) to explore:

- The mindset and skills required to succeed as a technology Partner Marketing leader
- How to tap into resources and expertise from other teams to achieve your goals
- Advice to help you build the case for additional budget and resources 
- How to elevate your voice and secure your seat at the executive table

Becoming Your Own CMO: Taking the Reins as a Partner Marketing Leader

The Data Management & Analytics industry and the partner ecosystem that surrounds it continue to rapidly evolve as companies respond to complex customer needs, shifting buyer preferences, and emerging trends like generative AI (GenAI).  

Staying on top of the latest industry research is a must for Partner Marketers focused on crafting differentiated messaging, delivering compelling content, and driving partner pipeline. Listen in as Christophe Bertrand (Practice Leader, Data Management & Analytics at Enterprise Strategy Group) highlights recent study findings and advises on what they mean for Partner Marketers.

Data Management & Analytics Market Trends for Partner Marketers

The Cybersecurity industry and the partner ecosystem that surrounds it continue to rapidly evolve as companies respond to complex customer needs, shifting buyer preferences, and emerging trends like generative AI (GenAI).  

Staying on top of the latest industry research is a must for Partner Marketers focused on crafting differentiated messaging, delivering compelling content, and driving partner pipeline. Listen in as Melinda Marks (Practice Leader, Cybersecurity at Enterprise Strategy Group) highlights recent study findings and advises on what they mean for Partner Marketers.

Cybersecurity Market Trends for Partner Marketers

The Infrastructure, Networking, Cloud, and DevOps partner ecosystems continue to rapidly evolve as companies respond to complex customer needs, shifting buyer preferences, and emerging trends like generative AI (GenAI).
  
Staying on top of the latest industry research is a must for Partner Marketers focused on crafting differentiated messaging, delivering compelling content, and driving partner pipeline. Listen in as Scott Sinclair (Practice Leader, Infrastructure, Networking, Cloud & DevOps at Enterprise Strategy Group) highlights recent study findings and advises on what they mean for Partner Marketers.

Infrastructure, Networking, Cloud & DevOps Market Trends for Partner Marketers

Launched in 2021, Partner Marketing Visionaries is a member-driven community designed for Partner Marketers, by Partner Marketers. Our mission is to inspire Partner Marketers and help them hone their craft so they can achieve success for themselves, their programs, and their companies.

Join Michael Latchford (GM & VP, Strategic Alliances & Partner Marketing Services at TechTarget) and Anita Covelli (Director of Partner Marketing at TechTarget) to hear about new ways to stay on top of emerging trends, learn best practices, and connect with your peers, including:

·      Partner Marketing Visionaries LinkedIn Group
·      Partner Marketing Visionaries Interactive Roundtables
·      Partner Marketing Visionaries Discussion Series
·      Partner Marketing Visionaries Resource Library

Together We Thrive: The Partner Marketing Visionaries Community

The impact and power of strategic partnerships in the technology industry has never been greater, and partner ecosystems are becoming increasingly critical to corporate strategies for driving customer success, innovation, and revenue growth. 

Join us as TechTarget’s Michael Latchford sits down with Chris Ogburn, Director of Marketing, Global Partners, Alliances & AWS Marketplace at Amazon Web Services for an exclusive fireside chat. Michael will ask him to share his outlook on the future of technology Partner Marketing and the following important topics:

·      Key industry trends poised to change the face of Partner Marketing in the next 3-5 years
·      Emerging opportunities for companies to supercharge growth through their partner ecosystems
·      How Partner Marketing leaders should adapt to capitalize on these opportunities and stay ahead of the game 

Partner Marketers will walk away inspired to achieve success for their careers, their companies, and their partners.

Executive Insights: The Future of Tech Partner Marketing

Partner Marketing executives around the globe face some common roadblocks: their peers don’t quite understand the nuances of the partner ecosystem, the partner go-to-market motion is often an afterthought, and late involvement consistently forces their small but mighty teams into reactive mode. The time has come for Partner Marketers to secure their seat at the executive table and add their voice to the strategic conversations happening around it.

Join Partner Marketing Executive Francine Anthony as she sits down with Kristin Heisner (Sr. Director, Global Partner Marketing at Commvault) and Cheryl Cook (SVP, Global Partner Marketing at Dell Technologies) for a lively conversation about elevating the role of Partner Marketing in technology companies. They will dive into:

·      Best practices for articulating your vision for Partner Marketing to the rest of the organization
·      The importance of aligning with your peers in marketing, sales, and product early and often
·      How to do more with less by tapping into resources from other internal teams
·      Real-world advice to help you successfully prove Partner Marketing’s value

Elevating the Voice of Partner Marketing Within the Organization

Let’s face it – demonstrating the return on Partner Marketing investments has never been easy and it’s growing exponentially more complex. But quantifying Partner Marketing’s value with data that the executive team trusts is a pre-requisite to elevating your team’s visibility in the organization. Whether you are just getting started with performance reporting or you’re a seasoned pro looking to fine-tune your approach, this session is for you.

Join Michael Latchford (GM & VP, Strategic Alliances & Partner Marketing Services at TechTarget), Aimee Catalano (Partner Marketing Executive at Google Cloud) and Karine Elsen (VP, Global Partner Marketing at Avalara) as they dig into cutting-edge ways to prove Partner Marketing’s impact. You will learn:

·      How to uncover the core business objectives that matter most to your executive team
·      Tips for aligning your Partner Marketing success metrics to these strategic priorities
·      The table-stakes key performance indicators you should start tracking today
·      Tips to help you overcome common roadblocks to measuring results
·      Practical advice to help you get started with Partner Marketing performance reporting

Measuring Success: Tips for Proving the Impact of Partner Marketing

Are you faced with aggressive partner pipeline targets, limited resources and budget, and an ecosystem of partners with varying levels of marketing maturity? You’re not alone. To generate demand at scale, Partner Marketers must provide proven, easy-to-execute lead generation campaigns and prescriptive guidance that helps partners convert top-of-funnel interest into partner pipeline.

If a through-partner motion is core to your go-to-market strategy, join us as Robin Wolf (Sr. Director, Enterprise Partner Marketing at NVIDIA) sits down with Laurie Mitchell (SVP, Global Marketing at Wasabi Technologies), Vinita Srivalsan (Vice President, Partner & Alliance Marketing at Couchbase) and Tricia Atchison (VP, Global Partner & Americas Marketing at Equinix) to discuss:

·      How to prioritize the partners who are most likely to move the needle
·      The importance of balancing structure and customizability for partner-led campaigns
·      Proven techniques to help your partners effectively follow-up with and nurture leads
·      Real-world examples of packaged campaigns that drove partner pipeline
·      Tips for connecting the dots between leads and registered opportunities

Building a Demand Engine: Scaling Pipeline Creation Through Partners

Going to market with and through partners on a global scale can be challenging. Countries across EMEA, APAC, and LATAM each have their own local languages, cultural subtleties, and preferences for content, campaigns, and events. Savvy Partner Marketers know that you can’t simply reuse what worked in North America and expect the same results – something that succeeded in San Francisco may fail in London, Tokyo, or Mexico City.

Join Anna Lawler (VP, Global Partner Marketing at Dynatrace) as she sits down with Mark Murphy (Director, Global Partner Marketing at Cisco) to explore:

·      Common global Partner Marketing challenges and how to overcome them
·      Real-world lessons learned and tips for succeeding in key geographies
·      The importance of providing in-region resources with autonomy around where to invest
·      Best practices for providing assets, programs, and playbooks that can be tailored regionally
·      Techniques to balance flexibility at the local level with consistency worldwide

Plan Globally, Execute Locally: The Nuances of Regional Partner Marketing

Now more than ever, technology companies are turning to their partner ecosystems as a crucial element of their growth strategies. In turn, the partner world is becoming more complex, crowded, and competitive. Partner Marketing leaders are being challenged to support additional go-to-market motions and more partners, often without increasing their budgets or adding resources to their teams. 

Join us as Patty Grow (Head of Enterprise Workloads & GSI, Americas Partner Marketing at AWS) and Julia Foster (VP, Global Partner Marketing at Salesforce) share advice to help Partner Marketers thrive as the pace of change continues to accelerate. They will discuss:

·      Emerging trends in the world of technology partnerships
·      Lessons learned from their own experiences managing change
·      Tips to help Partner Marketers successfully navigate the ever-evolving ecosystem
·      Advice on how to succeed in a world of shifting strategies, priorities, and budgets

Managing Change in a Growing & Evolving Partner Ecosystem

The theme of this year’s Partner Marketing Visionaries Summit is “Together We Thrive”, and one of our goals is to help Partner Marketers achieve personal growth and career success. Whether you aspire to move up the ranks to become a Partner Marketing executive or you are interested in transitioning from your current role into Partner Marketing, this session is for you.

Join us as Andrew Kisslo (SVP, Global Partner Marketing at SAP), Tricia Blade (Partner Marketing Executive), Heather Deggans (COO & Vice President, Go-to-Market Strategy, Global Partner Solutions at Microsoft), and Erica Moore (Director, Global Strategic Partner Marketing at Splunk) reflect on their own careers and provide guidance to help other achieve success in Partner Marketing. You’ll hear:

·      Their personal journeys – from where they got their start to their aspirations for the future
·      Challenges faced, opportunities pursued, and lessons learned along the way
·      Their take on the skills and qualities it takes to excel as a Partner Marketer
·      Advice to help ambitious Partner Marketers chart their pathway to senior leadership
·      Tips to help professionals shift gears from their current role into Partner Marketing

Career Growth: Your Roadmap to Becoming a Partner Marketing Leader

The recipe for a successful strategic alliance includes solid commitment from each partner, a shared understanding of what success looks like, differentiated joint messaging, compelling co-branded content, and tight sales and marketing alignment focused on converting leads into pipeline.

If a with-partner motion is central to your partner strategy, this is a can’t-miss session. We invite you to listen in as Joseph George (Global VP, Strategic Alliances at HPE) and Kate Canestrari (VP, Global Partner Marketing at Red Hat) delve into:

·      Tips to help you and your partner align around an effective joint go-to-market strategy
·      Techniques for improving targeting with account-based marketing (ABM) and intent data
·      Proven strategies for joint demand generation, including next-generation events
·      Best practices for orchestrating sales and marketing follow-up to maximize conversion

The Art & Science of Going to Market with Strategic Partners

The buyer’s journey for technology solutions is becoming increasingly complex and the buying team is expanding to include more technical and business constituents. Delivering the right content to the right audience at the right time is a must for Partner Marketers tasked with hitting aggressive pipeline targets. But often resources are tight, funds are limited, and content creation can be time-consuming and costly.

Join Dina Habib O'Mara (Global Marketing Director at Intel) as she sits down with Amanda Buford-Russell (Head of Global Partner Marketing at Splunk), and Keith Pranghofer (GTM Lead, ISV Strategic Partnerships at Microsoft) to discuss best practices for partner content. You’ll walk away with practical advice on:

·      The critical pieces of content you need to fuel each stage of the buyer’s journey
·      Assessing your content library and prioritizing where to invest your content budget
·      Generative AI and other approaches to help you scale and accelerate content creation
·      How to efficiently store, manage, and distribute your partner content

Partner Content: Fundamental Assets for Fueling the Buyer’s Journey

Launching a new strategic partnership or adjusting your strategy with a current partner? Your “better together” story can make or break the success of your joint go-to-market initiatives, so now is the time to make sure it’s on point. Learn how to build crisp and relevant messaging that will set your joint solution apart in today’s increasingly crowded and competitive technology ecosystem.

Join Meaghan Sullivan-Moore (VP, Global Partner Marketing at ServiceNow) as she sits down with Lena Wiegering (Sr. Director, Global Partner Marketing and Events at Dataminr), Mishel Fletcher (Director of Cloud Alliance Marketing at Fortinet), and Jeff Kahn (Director, Global Partner Marketing COE at Confluent) to explore:
·      How to identify and understand the key personas involved in joint solution purchases
·      Best practices for developing joint messaging with your partner and internal teams
·      Real-world joint messaging challenges and how to rise above them
·      The must-have components of an effective joint messaging framework

Better Together: Crafting Differentiated & Compelling Joint Messaging

The technology industry and the partner ecosystem that surrounds it continue to rapidly evolve as companies respond to complex customer needs, shifting buyer preferences, and emerging trends like generative AI (GenAI). It’s crucial for Partner Marketers to stay on top of the latest industry research so they can craft differentiated messaging, deliver compelling content, and drive partner pipeline.
 
Join us as Practice Leaders from IT analyst firm Enterprise Strategy Group share expert insights into the latest technology market trends and guidance on what recent study findings mean for Partner Marketers. You will hear from:

·      Scott Sinclair on the State of Infrastructure, Cloud & DevOps
·      Melinda Marks on the State of Cybersecurity & Networking
·      Christophe Bertrand on the State of Data Management & Analytics

Analyst Insights:Technology Market Trends & What They Mean for Partner Marketers

Partner ecosystems are becoming increasingly critical to corporate strategies for driving customer success, innovation, and revenue growth. London-based Partner Marketing executives Clarissa Gent (AWS), Helen Martin (Mambu) and Jirina Yates (Alteryx) recently joined TechTarget’s Michael Latchford to talk about top-of-mind issues and emerging trends in EMEA Partner Marketing. Listen in to hear these experts’ perspectives on how the world of technology Partner Marketing has evolved in recent years, the top challenges facing Partner Marketers in EMEA and how to overcome them, techniques for dealing with a growing number of partners and go-to-market motions, and the trends they see on the horizon that will shape the future of Partner Marketing.

The State of Partner Marketing in EMEA

Partner teams are under more pressure than ever to hit aggressive pipeline targets and demonstrate ROI from their co-marketing investments. While many demand gen marketers are using intent data to drive better campaign outcomes, it’s been more challenging for partner marketers to incorporate intent into their complex joint go-to-market motions. 
 
8x8, an integrated cloud contact centre and unified communications platform provider, has cracked the code on how to leverage account and prospect level intent data to build partner pipeline. Join 8x8’s Channel Marketing Manager, Daniel Streeter and TechTarget’s Senior Account Director, Alex Leadbeater, as they explore: 

- Where the channel team started their intent journey and lessons learned along the way 
- How 8x8 uses intent data to help partners identify and engage in-market buyers   
- Innovative use cases for account targeting, personalization, cross-sell/upsell, and more 
- The success 8x8 has seen from incorporating intent into their channel playbook  
 
You’ll walk away inspired by the “art of the possible” for intent in partner marketing and armed with practical advice to help you get started with intent in your joint go-to-market strategy.

Driving Partner Pipeline: How 8x8 Leverages Intent Data to Fuel Joint Campaigns

Investing in the Right Partners During Economic Uncertainty

CMO Perspectives: Supporting and Empowering the Partner Organization

Key Ingredients to Successful Partner GTM Strategies

Developing and Activating Your Content Strategy With and Through Partners

Messaging: The Art & Science of Building

Driving Marketing Innovation With Partners

Insights from a Strategic Partnership

The Evolving Partner Funding Model

Creating a Successful Marketing Plan with Partners

Bringing the Partner Marketing Community Together

Partner Marketing Visionaries Summit

As the IT landscape changes and technology buying teams continue to evolve, those in the Partner world need to understand how their buyers make purchase decisions and use joint vendor/partner solutions. Join TechTarget’s Michael Latchford as he sits down with Doug Cahill, SVP of Analyst Services and Practices Director at Enterprise Strategy Group, to discuss key findings from their 2023 Partner Enablement Study. Looking through the partner lens, they will share insights on the IT decision-maker’s journey to discovering, understanding, funding and implementing integrated solutions from strategic partners.

The IT Decision-Maker’s Buyer’s Journey for Integrated  Partner Solutions

Marketing

B2B Marketing

Partner Marketing

Partnerships

Partner and Alliance

Co-Marketing

Demand Generation

Strategic Marketing

Marketing and Sales Alignment

Marketing Strategy

The social media marketing community on BrightTALK is composed of thousands of engaged social media professionals. Learn about social selling, B2B social media and social media marketing for businesses with live and on-demand webinars presented by industry leaders. Fine tune your social media marketing strategy by participating in live webinars and round table discussions.

Social Media Marketing

Demand generation is the process through which a business integrates marketing and sales to move potential buyers down the sales funnel from interest to payment. The BrightTALK demand generation community is made up of thousands of professionals sharing and learning best practices for engagement marketing, demand generation and lead scoring and nurturing through interactive webinars and videos. Register and join the conversation to attend live webinars and have your questions answered by demand generation professionals and thought leaders.

The email marketing community on BrightTALK is made up of thousands of engaged email marketing professionals. Find relevant webinars and videos on email best practices to help you increase email conversions and drive email marketing ROI. Join expert speakers and email marketing peers sharing insights into building email lists, list segmentation, click-through rates and triggered campaigns.

Email Marketing

The marketing operations and automation community on BrightTALK is composed of thousands of marketing automation professionals. Learn and share best practices for marketing campaign analysis, outbound marketing and lead creation with hundreds of on-demand webinars and videos. Increase your engagement and fine tune your funnel management strategy by asking questions during live, interactive webinars with marketing automation peers and industry leaders.

Marketing Operations and Automation

Mobile Marketing

“People generally remember 10% of what they read, 20% of what they hear, 30% of what they see and 50% of what they see and hear.” This final segment, the merging of audio and visual, is what makes webinars and videos a crucial part of any marketing program. The BrightTALK webinar and video marketing community gives you access to webinars and videos on marketing, best practices for video marketing online and tips for creating a successful marketing webinar. Join thousands of marketing professionals exchanging information through on-demand and live webinars and videos.

Webinar and Video Marketing

The digital content marketing community on BrightTALK is made up of thousands of marketers using rich media and thought leadership content to drive engagement. Join to learn best practices for digital content creation and distribution and explore how content engagement can help you connect with your existing and prospective customers and drive revenue.

Content Marketing

The marketing community on BrightTALK is made up of thousands of engaged marketing professionals. Find relevant webinars and videos on marketing strategy, branding and more presented by recognized thought leaders. Join the conversation by participating in live webinars and round table discussions.

The IT Decision-Maker’s Buyer’s Journey for Integrated Partner Solutions

Presented by

About this talk

More from this channel