How did AvePoint pivot from catering exclusively to enterprise clients to embracing the SMB market with such success? Join us this week on Partnerships Unraveled, where we promise you’ll uncover the strategic genius behind this transformation. Our special guest, Scott Sackett, Senior Vice President of Partner Strategy at AvePoint, reveals how the democratization of technology through cloud services inspired the company to overhaul its go-to-market approach. Learn about the complexities and rewards of leveraging channel partnerships and cloud marketplaces, drawing inspiration from Microsoft’s model.
Building robust distribution relationships and transitioning from direct to indirect sales is no walk in the park. Scott dissects the nuts and bolts of working with distributors to achieve co-sell and enablement. We highlight the shift from a product-centric sales model to one that prioritizes partner lifetime value, showcasing how sustained collaborations fuel significant business growth.
Experience the entrepreneurial spirit that has been a driving force behind AvePoint’s channel-building success. With stories of innovation inspired by founder-led management and C-suite sponsorship, Scott illustrates the importance of maintaining a visionary approach similar to industry leaders like Steve Jobs.
Tune in to understand how smart partnering, marketplace integration, and continuous evolution can meet the unique needs of SMBs while delivering top-tier technology solutions.
Connect with Scott Sackett on LinkedIn: https://www.linkedin.com/in/scott-sacket-9b82405/
Timestamps:
00:00 Start
00:00:07 Channel Strategy for SMB Market Growth
00:09:43 Building Strong Relationships With Distributors
00:13:50 Entrepreneurial Spirit in Building Channels
00:27:25 Driving Success Through Smart Partnering
00:33:16 Channel Marketing Talent Acquisition
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Apple Podcasts – https://podcasts.apple.com/nl/podcast/partnerships-unraveled/id1648091322
Spotify – https://open.spotify.com/show/5LBehmUCwmmxIApamuLK6m?si=7b166ee1661a4a0d
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