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Webinar - Partner Timing: Looking for the Right Time to Engage
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Webinar - Partner Timing: Looking for the Right Time to Engage

When: Thursday, February 8th
12:00-1:00 PM Eastern
Where: Online Webinar
United States
Contact: Brendan Ward

Online registration is closed.
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The partner meets the profile of the ideal characteristics, so why isn't their performance meeting the projected revenue objectives too? Many organizations fail to examine the appropriate timing to approach and onboard a new partner or transition an existing partner to a change in solution offering. In many cases, organizations rush to sign or transition partners without taking into consideration where the partner is in their "lifecycle". While most organizations will profile their target partners, they do not consider whether or not the partner is at the proper inflection point in their history. Failure to recognize the appropriate time to engage a partner will often lead to an unsuccessful partnership. One important consideration to examine about a prospective partners and partners in transition is the timing.

This session will discuss the partner lifecycles, assessing the right inflection point, how do you integrate this factor into partner selection and existing partner evolution. A Beyond Trust partner will join the session to discuss how their IT Consultancy determines the business factors that dictate the need to integrate and decide on new solutions.

  • Examine the target partners "lifecycle" for adoption and retiring solutions
  • Understand the timing patterns of channel partners and the impact on onboarding prematurely
  • Consider the partner's readiness to engage and the impact on performance

About the Speaker

Joe Schramm
Vice President Strategic Alliances

Joe brings over 25 years of experience in a variety of alliances and business development roles. In his current position as VP of Strategic Alliances at BeyondTrust he has global responsibility for all channel, systems integrator and technology alliances. Prior to joining BeyondTrust, he helped direct partner programs for various high growth security and technology companies including Core Security, Endeca, Oco, Nexaweb, BusinessObjects/Crystal Decisions and SAP.

Joe holds a B.S. degree in Business Administration from Bryant University. He is also an active member of the executive committee for White Hat USA, a community of cyber security professionals dedicated to raising funds for Children's National Health System to provide care for children in need of medical treatment. Joe is also an active member and contributor to the Association of Strategic Alliances Professionals (ASAP) and a member of the Cyber Security Committee of WashingtonExec.

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