Our Approach to a Unified Global Partner Program

by Diane Krakora – CEO

We have been discussing partner specializations over the past few weeks, so I’d like to share a story of partner program and defined specialization success. Imagine a corporation that, after a period of growth by acquisition and a focus on indirect sales, could attribute about 40% of worldwide annual revenue to channel partners. However, such growth led to disparate partner programs functioning independently and undefined specialization requirements. Such was the case for Quest Software when we first met them.