Cracking the Channel Code: Partner Enablement Strategies for Technology Companies
Thursday 30 April 2026
Seminar Theatre 7
Most technology vendors approach partner management the wrong way around. They build propositions, incentive structures and coverage models that make sense from their own perspective, and then wonder why partner engagement is inconsistent and commercial results fall short of expectations.
Join Richard Barkey, Imparta's Founder and CEO, to explore a different starting point: what happens when you train your teams to see the world through a partner's eyes, and manage them as the independent, profit-driven businesses they actually are.
This session draws on Imparta's Cracking the Channel Code programme, which builds partner-centric skills in value, decision-making and channel finance, helping vendor teams understand how partners really make money, and use that understanding to align propositions, incentives and coverage far more effectively.
- Why vendor-centric thinking is the root cause of most partner engagement problems, and how a partner-centric mindset changes the dynamic.
- How partners make decisions based on their business and financial model, and how to align propositions and incentive structures to the partner’s priorities.
- How to anticipate the pressures shaping partner strategy and build joint initiatives that improve results for both sides.
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