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.