E130 Part 3 - Global Partner Summits, Sales Strategies, and Channel Saturation with Frank Rauch

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel saturation is explored, with insights on prioritizing partners based on quantitative data and leveraging distribution and cloud marketplaces. They also highlight the significance of sales tech tools like Gong for understanding customer needs and AI tools like Clary for optimizing sales workflows. Additionally, they mention intent data tools for target selection and stress the importance of not forgetting the basics in sales.
 

INSIGHTS OF THE DAY

Importance of Partner Summits and Bilateral Engagement - Frank Rauch: “My point is, first of all, people like to see you show up right now, especially because of COVID. Second of all, make them as bilateral as you can. Because you can say, hey, I want to do a partner advisory council and you'll, you know, some people like, well, what do you think of our partner program? That doesn't work. You have to have that give and take. You have to be able to show the future, show the roadmap, not just the product roadmap, program roadmap, and then have the partners react.”

 

Find out more about Frank Rauch in the link below:

• LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/