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096 - Sam Valme - Leveraging Channel Partners for SMB Growth
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Sam Valme, Senior Director of US Channel Sales at AvePoint, discusses the importance of channel partnerships for ISVs and the strategic decision to focus on the channel after going public. He highlights the need to leverage the sales force through the channel and the role of distribution partners, MSPs, VARs, and SIs.
Sam shares the process of building and formalizing AvePoint's global partner program, including developing a dedicated team, listening to regional partners, and creating a partner portal. He emphasizes the importance of executive buy-in, building a purpose-built…
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