Scott Peterson, SVP Americas at Mitel, joins us to discuss how to manage relationships with channel partners amid the COVID-19 crisis.

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the GTM strategy forward.

 

Today, Scott Peterson, SVP Americas at Mitel and veteran UCaaS executive, shares what is working for him in adjusting to COVID-19 market implications with his partner ecosystem:

 

  • Packaging and pricing with different-sized partners
  • Daily scrums with channel partners
  • Deal flow and execution

     

Click here for the podcast version of this interview.

 

Managing the Challenges of a COVID-19 Environment with the Partner Ecosystem

 

  1. How to have a dynamic approach to coverage plans. minute 5:02
  2. Reimagining products and packaging to accommodate customer needs. minute 7:35
  3. How Mitel’s deal flow has been evolving during the course of the pandemic. minute 9:46

     

Skip to minute 14:23 to hear Scott discuss the importance of collaboration:

 

“We’re an indirect go-to-market organization, so that ecosystem is the lifeblood of our business. I talk to dozens of partners every day because it is so critical to our business, and it’s really interesting. The partners of size and magnitude are starting to have conversations about accounts receivable and how can we as an industry, as an ecosystem, think about a shared balance sheet and shared responsibility, particularly where we’ve got shared customers and in industries that have been particularly hard hit by COVID, hospitality being one of them.”

 

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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