65% of all technology decisions are now made by business leaders and 30% of the time those business leaders block their IT departments involvement in the purchase decision (per Forrester). Can vendors increase channel sales by engaging partners that sell to these marketing, sales, legal and HR executives?
Take a look as special guest Darren Bibby, VP Partner Strategy and Programs at DocuSign joins us to discuss data from our 2020 State of Partnering Study on our third buyer trend: emerging line-of-business buyers.
Diane and Darren review this trend, how it is affecting channel partners and two ways savvy vendors are changing their partnering strategies to engage, empower and manage solution providers who sell to line-of-business buyers.
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Host Diane Krakora, CEO at PartnerPath |
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Guest Darren Bibby, Vice President, Partner Strategy and Programs at DocuSign |
“Working with the PartnerPath team on this project not only helped us speed up our route to program launch but helped us implement best practices across our industry. We would not be in the position we are in today, without the support from PartnerPath."Emily Narkviroj | Director, Global Channel Programs