2 WAYS TO Increase Channel Sales to Line-of-Business Executives

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.

Diane-Krakora Host Diane Krakora, CEO at PartnerPath
Darren-Bibby Guest Darren Bibby, Vice President, Partner Strategy and Programs at DocuSign

Selling to Line-of-Business Buyers

Rafael Contreras

Powerful Partner Feedback

“The information PartnerPath provided was valuable and helpful throughout the entire process. The feedback collected from our partners and shared prior was extremely helpful and strategic and the wrap-up/post data is critical to us as we drive initiatives forward. It will be (and has already been) used over and over in conversations with leadership and partners!”
Rafael Contreras | Area Vice President, Global Operations, Strategy and Chief of Staff at ServiceNow