WHAT IS A CHANNEL PROGRAM & IS IT RIGHT FOR YOU?
A Channel Program could be right for your company, if...
You have a SaaS (software-as-a-service) application that you resell or is proprietary.
You can effectively demonstrate your service's value proposition in the market.
You are willing to educate and support partners who are interested in promoting your service.
You are willing to pay a partner a percentage of the revenue they generate for your company.
Channel distribution, also commonly known as a "partner program", leverages a distributed sales force of independent contractors, or "agents," who sell various services to their customers. Unlike traditional sales teams, partners are paid a percentage of the revenue they generate, rather than a salary and commission. This model can be attractive to both service providers and independent agents.
We can work together to determine the optimal path for you to fully leverage the power of a channel partner program. It all starts with a short call so I can learn more about your business and goals.
UNDERSTANDING ECOSYSTEM STRATEGY & UNLOCKING CHANNEL OPPORTUNITIES
Ecosystem Expert. Partnership Executive. Speaker. Author. Advisor.
My career has allowed me to lobby on Capitol Hill to support the IT industry, serve as a CompTIA faculty member, and start channel programs from scratch for technology companies on both coasts of the US, as well as Australia.
I have been honored to deliver 3 TEDx talks, present to audiences at Microsoft, Apple, SAP and Ingram Micro, as well as guest lecture at Rutgers University, on partnership and strategic alliance strategy.
Over the past 20+ years, my primary mission has been to create and grow channel sales programs for technology companies in various stages, from start-up to established enterprise. In 2015, I founded PlumUC, a channel strategy consultancy. We were "born in the cloud" as a full-service brokerage of technology services. Over time, we realized that we were better at helping our clients identify viable sales avenues (or "channels") and implementing strategies for acquiring partners to grow their respective businesses. PlumUC has joined forces with PartnerReady to work side-by-side with company founders and sales and marketing leaders to provide channel roadmaps and on-going guidance to augment leadership teams on an affordable, fractional basis. PartnerReady: From Startup to Scale up... Grow Smarter, Scale Faster.
When I am not helping clients with their partnership programs, I spend as much time as possible with my wife, son, and daughter on the coast of Delaware. There are very few places on this great planet of ours that can make you feel as small and insignificant, yet empowered to dream big, and motivated to make those dreams a reality... Staring at the tenacious and mesmerizing waves of the Atlantic, with feet firmly planted in the sand marking the edge of the continent, is that place for me.
What People Are Saying
Greg is a gem of a human! Authentic, generous, and always thinking about big picture value creation. A natural evangelist, Greg has quickly become one of my favorite collaborators in the SaaS/digital marketing space.
As a member of our faculty, Greg is a highly regarded and sought-after speaker. He never disappoints!
President & CEO, CompTIA
Greg understands the technology landscape and how to uncover a product's intrinsic value. He successfully developed our pricing strategy and identified the optimal partners for our cybersecurity service.
Founder, Anchor Security
THE BETTER BUSINESS BOOK, VOLUME 1
The Better Business Book is better than your average business book. That’s how we came up with the title. It consists of 100 people each sharing their most valuable business lesson. A real story from their business experience and the lesson they learned from it. "Get Your Head in the Cloud" chapter is a light-hearted look at technology and how the cloud has impacted our daily lives.