Name: The Art & Science of Going to Market with Strategic Partners
Start: 2024-03-12T18:00:00Z
End: 2024-03-12T18:00:53.000Z
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 Informa TechTarget: Infoma 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 50M+ B2B professionals to drive thought leadership, leads, and partner pipeline.

While many demand gen marketers are using intent data to drive better campaign outcomes, it’s been more challenging for partner and channel marketers to incorporate intent into their complex go-to-market (GTM) motions. Partner marketers often lack access and visibility into critical data, have limited to no integration with partner systems and tools, and tend to focus on traditional sales metrics rather than customer intent signals.

At Informa TechTarget, everything we do is fueled by intent – and with our strategy, content, and demand capabilities, we have a deep understanding of partner marketers. That’s why we invited Informa TechTarget partner marketing leaders Anita Covelli (VP, Portfolio Marketing and Strategic Partnerships) and Rachael Fuller (Director of Partner & Channel Solution Marketing) to help build a roadmap for getting started with intent data in partner marketing.

During this webinar, Anita and Rachael will discuss:
- Common use cases for intent data in partner and channel marketing
- How to evaluate intent providers for partner marketing
- Practical advice for getting started with a crawl, walk, run approach

The Partner Marketer’s Guide to Intent Data

In the relentless world of B2B marketing, buyers aren't just busy—they're under siege. Every notification, every email, every meeting invite - all vying for their most precious resource: attention. For partner marketing teams, this presents a critical challenge: how do you create and accelerate demand when competing for such limited buyer attention? And how do you set your partners up for success?  

Join partner demand gen experts Kristin Heisner (Commvault) and Jerome Alexander (Cloudera) to examine how innovative B2B organizations are strategically deploying AI to transform partner demand generation.  

In this session, you will learn how to use AI-powered demand generation strategies to: 
- Personalize content at scale 
- Collaborate through agentic partner ecosystems 
- Create more opportunities in niche communities and micro-segments 
- Pivot effectively as technology continues to evolve

Winning the B2B Attention Battle: AI-Enhanced Partner Demand Strategies

With lean teams and increasing pressure to drive revenue growth through their partner ecosystems, Alliances professionals need to center their Partner Marketing and Partner Sales efforts on the accounts that are most likely to convert into registered opportunities.  

Account-Based Marketing (ABM) is a perfect complement to traditional joint go-to-market activities, helping alliance teams achieve better ROI by targeting the right accounts with their co-marketing campaigns and co-selling activities. 

Pooja Golechha, Field and Partner Marketing Lead at Pegasystems, is an expert in both Account-Based Marketing and Partner Marketing. Join us as she sits down with Informa TechTarget’s Anita Covelli to: 

- Explore why ABM is a perfect fit for Partner Marketers looking to build pipeline 
- Share her hands-on experience using ABM to drive better Partner Marketing outcomes  
- Highlight the real-world results she has achieved by applying ABM to Partner Marketing 
- Discuss how Partner Marketing and ABM teams can best collaborate 
- Present a practical framework to help you get started with ABM in Partner Marketing

A Practical Guide to Getting Started with ABM in Partner Marketing

As B2B tech companies lean further into ecosystem-led growth, many partner marketing and sales leaders find themselves wrestling with complexity: partner plans built in spreadsheets, marketing efforts disconnected from field sellers, MDF investments with unclear return, and internal teams chasing separate goals. 

This webinar explores how leading GTM teams are shifting from fragmented partner motions to a structured, cross-functional planning rhythm that anchors every decision to revenue. Industry leaders Neela Mistry-Bradshaw (Align Marketing & Sales) and Craig Booth (Channel Force Inc.) will share how to align Sales, Marketing, RevOps, and Alliances around joint priorities, activate the right partner sellers, and build a repeatable plan for partner-led growth.

Turning Chaos into Clarity: How B2B Teams Can Plan and Execute Partner Revenue with Precision

The explosive growth of hyperscaler marketplaces as a route to market for software and SaaS companies is reshaping enterprise procurement behavior, vendor go-to-market strategies, and channel models. Partner marketers must turn their GTM strategy on its head to stand out in a crowded marketplace and effectively reach target buyers. 

In this session, Michael Laport (Palo Alto Networks) and Jerome Alexander (Cloudera) will share how to use the marketplace as a tool for ABM strategies, including: 

- Identifying high-value accounts in the marketplace 
- Tapping into the right channels to engage active marketplace buyers 
- Gaining a competitive edge in your listing while being in a crowded ecosystem 
- Scaling ABM tactics for long-term success

Kickflip Your ABM: From Busted to Boosted in the Marketplace

Over the past year, we've noticed a shift in the way that B2B technology companies think about partner-led growth. What was once a niche part of organizations is now quickly becoming one of the top areas of focus in overall business strategies. 

But what does this increased focus mean for partner marketers? Join us as we dig into this question with leading partner marketing experts Anna Lawler (VP, Global Partner Marketing, Dynatrace), Joe Gabriel (Sr. Director, Partner Marketing, Qlik) and Christine Otts (Director Global Partner Programs & Demand Acceleration, Cisco). We’ll explore:  

- The opportunity that partner-led growth presents for partner marketers 
- How the role of partner marketer has evolved and the skills you need to succeed 
- Advice to help you seize the day and make a bigger impact 
- Tips for capturing executive attention and securing organizational support

Seize the Day: What the Increased Focus on Partner-Led Growth Means for Partner Marketers

To succeed, partner and channel leaders need to effectively support their partners throughout their journey – from onboarding and enablement to co-marketing and co-selling to ongoing management and continuous engagement.  

Ready to accelerate partner-led growth? TechTarget Partner Marketing Services and leading channel analyst firm Canalys, part of Omdia recently joined forces as part of Informa TechTarget. In this session, Informa TechTarget’s Rachael Fuller and Steven Kiernan will: 

- Walk through the partner journey and common challenges at each stage  
- Share insights into partner transformation and what partners want from vendors 
- Explore how we can help you build effective GTM strategies and quality pipeline

The Partner Lifecycle: How Informa TechTarget Helps B2B Tech Companies Accelerate Growth

According to recent research, 81% of buyers have already picked a favorite vendor before they talk to sellers. To make the short list, it’s critical for partner marketers to engage the buying group early in their research journey and continuously influence the decisions they make.  

In this session, partner marketing experts Natascha Lee (Head of Global Partner & Alliance Marketing, Cloudera), Tricia Blade (Head of Partner Marketing, Deputy) and Lena Wiegering (Sr. Director Global Partner Marketing , Dataminr) discuss emerging innovations in demand generation that will help you hit your pipeline targets. They’ll share:  

- Emerging channels and tactics to consider adding to your mix 
- Creative ways to improve conversion and build better pipeline 
- Top tools and strategies for elevating demand generation tactics 
- Examples of innovative through- and with-partner campaigns

Emerging Innovations: Demand Generation Trends for Partner Marketers

Effective content marketing is more important than ever. Why? Because 63% of buyers are building vendor shortlists based on digital content alone. To successfully build pipeline, partner marketers must fuel their campaigns with impactful content that engages, educates, and influences buyers. 

Listen in as Informa TechTarget’s Rachael Fuller shares key findings from our 2024 Media Consumption survey and discusses what they mean for partner marketers with Gauri Chawla (SVP, Global Alliances, Stibo Systems) and Dina O’Mara (Global Partner Marketing Director, Intel). We’ll explore: 

- Where tech buyers spend the most time researching solutions  
- Which types of content buyers value most when building a shortlist 
- When it makes sense to invest in independent expert content 
- How to create joint content that resonates with buyers

Shaping Buyer Behavior with Impactful Joint Content

According to Canalys, part of Omdia, Cloud Service Providers (CSPs) are growing at an astounding 20-30% rate, eclipsing the overall tech industry’s growth rate of 6.2%. The Age of the Marketplace is clearly here: there has never been a more urgent time for organizations to adopt a strategy for partnering with companies like AWS, Google Cloud and Microsoft Azure.  

Ready to lean in, but wondering where to start and how to succeed? Join Aimee Catalano (Sr. Director, Global Partner Marketing, Google Cloud), Kristin Heisner (Sr. Director, Global Partner Marketing, Commvault) and Amy McNew, (Sr. Director, Ecosystems Marketing, Palo Alto Networks) as they discuss:  

- What CSPs expect from their partners 
- How to stand out in a crowded ecosystem 
- Best practices for creating sustainable growth

The Age of Marketplace: How to Partner with Cloud Service Providers

According to McKinsey, by 2030, ecosystems will account for one-third of total global revenue. Undeniably, partner ecosystems are critical to business success. But recruiting new partners, engaging your channel, and retaining partners is a mammoth undertaking, especially in today’s crowded technology landscape.  

Join us as Andrew Kisslo (SVP, Global Partner Marketing, SAP) sits down with Tricia Atchison (VP, Global Partner & Americas Marketing, Equinix), Kate Canestrari (VP, Global Partner Ecosystem Marketing, RedHat) and Meaghan Moore (VP, Global Partner Marketing, ServiceNow) to talk about creating sustainable, long-term growth with your channel. You’ll walk away with actionable guidance on:  

- Developing a partner-first mindset that attracts the right partners 
- Cultivating partner interest and growing your channel sustainably 
- Capturing partner mindshare with effective engagement tactics 
- Retaining partners through authentic relationships and fair incentives

Capturing Mindshare: Building, Engaging and Retaining Your Channel

Developing a successful partnership starts with the foundation of a shared vision of success, a documented go-to-market game plan, and a commitment to ongoing alignment and collaboration.  Whether you're an early-career partner marketer creating a playbook from scratch or a seasoned partner marketer looking to level up, this session is for you.  

Tyler Briggs (Director of Partner Marketing, Box) and Tyillere Hansen (Director of Cloud Partner Marketing, Dynatrace) have built a mutually beneficial partnership between their companies. Listen in as they share their advice on building and nurturing long-lasting partnerships, including:  

 - Key steps to take when embarking on a new partnership 
- The fundamental elements of an impactful joint go-to-market plan 
- How to build momentum and adapt to change  
- Tips for setting clear goals and measuring success

How to Build a Partnership from the Ground Up

Partner-led growth is no longer a niche strategy for B2B technology companies—it’s a critical driver of success. As businesses increasingly recognize the value of their partner ecosystems, partner marketing has emerged as a pivotal function shaping the industry’s future. What does that mean for the future of partner marketing?   

In this keynote session, Jay McBain, Chief Analyst at Canalys, now part of Omdia, will share:   

- How partner-led growth has transformed businesses  
- Key trends shaping the future of partner marketing 
- The top challenges partner marketers will face 
- Strategies to thrive in 2025 as a partner marketer

Charting a New Course: The Future of Partner-Led Growth

According to Adobe’s 2024 State of Marketing Automation report, 87% of marketing leaders say it’s easy to lose alignment with sales over time due to disconnected GTM processes within and across marketing and sales. Achieving steady cohesion between partner marketing and partner sales teams is even more challenging due to disparate tools and systems, inconsistent processes, evolving market dynamics, different KPIs, and communication breakdowns across different organizations and teams.  

Partner Marketing leaders Tyler Briggs (Box), Shannon Bodnar (Darktrace) and Neela Mistry-Bradshaw (SCC) have all spent a significant amount of time composing formulas for success in creating harmony between partner marketing and partner sales teams. Listen in as Informa TechTarget's Rachael Fuller (Product Marketing Manager, Partner Marketing) asks them to share their experiences with:  

- Setting a continuous communication and collaboration strategy 
- Empowering partner sales and marketing with the right tools and systems 
- Measuring attribution and success metrics across organizations

Align and Conquer: Harmonizing Partner Sales and Partner Marketing

Attribution is top of mind for most Marketing teams. However, when you throw partners into the mix, attribution gets a whole lot more complicated between multiple touchpoints, two or more budgets, and significantly lengthier sales cycles. That's why we recently invited Andrew Kisslo (SVP of Partner Marketing, SAP) to share his best practices during a recent Partner Marketing Visionaries Interactive Roundtable. Watch this on-demand video to see Andrew's key takeaways from this discussion.

Clarifying Attribution in Partner Marketing

A recent GTM Partners study found that 73% of companies with a partner program rely on partners for 25%+ of their revenue. This means that partner marketers are under more pressure than ever to drive demand in support of their company’s revenue goals.  
 
Working with and through partners to efficiently and effectively build pipeline requires a few key ingredients plus orchestrated alignment across internal and partner teams.  
 
Join us as partner marketing leaders Martin Smith (Adobe), Salome Imedashvili (Salesforce), and Neha Bhatt (Capgemini) discuss their own recipes for success and share practical advice to help you: 
 
- Focus your energy and your budget on the right audience 
- Engage buyers with relevant and compelling content 
- Fill the top of the funnel with high-quality leads 
- Orchestrate partner and sales follow-up to drive conversion 
- Measure success and provide impact

Key Ingredients for Effective Partner Marketing Campaigns

According to a recent Canalys study, by 2025, close to one-third of total marketplace transactions will involve channel partners. Channel partners are more important than ever to business strategies, which means that Partner Marketing teams are under more pressure than ever to ensure their channel partners are aligned, engaged and enabled to support their business’s growth.  

Join us as we sit down to chat about channel program strategies with Joe Gabriel, Sr. Director of Global Partner Marketing at Qlik. Joe will share in-depth, actionable advice on how to effectively stand up a partner program strategy, including:  

- Tiering partner groups to drive focus and scale your program 
- Creating sustainable growth opportunities for channel partners  
- Ensuring return-on-investment from MDF funding opportunities

Effective Channel Partner Program Strategies

In a recent GTM Partners survey, 73% of companies with a partner program said that they rely on partners for 25%+ of their revenue. This means that partner marketing teams are under more pressure than ever to drive demand in support of their company’s revenue goals. 

There are several common roadblocks to successful pipeline creation that are keeping many technology partner marketers awake at night, including:

- Constantly shifting targets and mis-aligned priorities
- Limited resources and a lack of support from the broader marketing organization
- Tight quarterly budgets and cumbersome funding processes
- Low conversion rates and a lack of control over partner and sales follow-up
- The complexity of measuring and demonstrating partner marketing ROI

Join Tonya Vincent (Director, Global Channel Marketing at Cyberark) and Pooja Golechha (Field & Partner Marketing Lead at Pegasystems) as they sit down with Anita Covelli (VP, Strategic Partnerships & Portfolio Marketing at TechTarget) to discuss these prevalent challenges and share practical advice on how to effectively overcome them.

What’s Keeping You Up at Night? Overcoming 5 Common Partner Marketing Challenges

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 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 Marketing Visionaries™ Summit 2024: Together We Thrive

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

joint go to market

partner pipeline

Demand Generation

partner

alliance

Partner Marketing

alliance marketing

channel marketing

partner ecosystem

partner strategy

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