Toni Drk – The Role of Distribution in the Channel | Partnerships Unraveled | [Video]

Ever wondered how distributors went from mere “box movers” to indispensable players in the tech ecosystem? This week on Partnerships Unraveled, we welcome Toni Drk from Hewlett-Packard Enterprise, a veteran with 20 years of channel experience.

Toni reveals the seismic shifts in the role of distributors and how they are crucial in scaling partner acquisition and management, especially during phases of hyperscale growth. We’ll unpack how distributors are not just amplifying sales but are also essential in supporting niche solutions like AI. Plus, Toni provides valuable insights into the tricky balance of implementing centralized strategies while ensuring they’re customized for local markets by local champions.

But that’s not all! We also dive into the complex web of channel management, stressing the importance of synergy among sales, marketing, tech, and operations. Toni sheds light on the challenges faced by channel marketers, particularly when dealing with resource-strapped SMB partners, and how automation and AI are revolutionizing these dynamics.

Don’t miss this episode packed with expert knowledge and forward-thinking ideas!

Connect with Toni on LinkedIn: https://www.linkedin.com/in/tonidrk/

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Listen on 🎧:
Apple Podcasts – https://podcasts.apple.com/nl/podcast/partnerships-unraveled/id1648091322
Spotify – https://open.spotify.com/show/5LBehmUCwmmxIApamuLK6m?si=7b166ee1661a4a0d

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