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Agenda | Channel Partners Europe 2023

Selling IT Outside of IT: From Use Cases to Business Outcomes

David Crumpton  (Director Partner Sales, Cisco EMEA, Cisco Systems)

Luke Foad  (EMEA Sales Director, Meld CX)

Jeroen Kulderij  (Business Development Alliances Manager, NetApp)

Robert DeMarzo  (Vice President, Channel Content, Informa Tech)

Robert DeMarzo  (Vice President, Channel Content, Informa Tech)

Location: etc.venues County Hall, 3rd Floor, Waterloo Suite

Date: Tuesday, June 13

Time: 1:00 pm - 1:35 pm

Session Type: Keynote

Vault Recording: TBD

Unlike partner reselling, co-selling is a multipartner collaborative sales engagement between an IT vendor and its partner ecosystem to deliver a differentiated joint customer outcome. If done correctly and grounded in realizing customer business value, co-selling can help accelerate seller quota attainment, fuel competitive takeout, drive adoption and stickiness of joint solutions, expand relationships and extend reach into a customer’s business and technology stack. When vendors co-sell with their ecosystem partners, the partnership yields larger-than-average deal sizes and a greater penetration rate for software, recurring revenue, adoption and renewals. With new buyers influencing 82% of the IT spend, according to Gartner, channel partners must be aligned with this new trend in order to deliver an integrated solution and respond to customer expectations. This new consumption model applies to all partner types including ISVs and cloud providers.