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Hans Nipshagen - How to Build a Business Development-Led Channel Team
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This week on Partnerships Unraveled, we’re joined by Hans Nipshagen, longtime Akamai channel leader and incoming VP of Channel at edge data center company Enlighten, for a masterclass in scaling new logo acquisition through the channel.
Hans shares how he rebuilt Akamai’s EMEA partner ecosystem from the ground up, prioritizing quality over quantity and zeroing in on the right partners for the right markets. We dig into the real mechanics of driving a partner-led pipeline: aligning AEs and partner managers, embedding business development DNA into your team, and changing the…
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