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Scaling Partner Programs – Channel Strategy and Execution all at the same time | Darren Bibby EP. 88

So how do you build your channel? How do you scale channel programs? What role do incentive and MDF play? How do you prioritize? How do you successfully grow and manage your channel business as your revenue, partner community and internal headcount expand? In short, what works when you have to take channel from zero to sixty really, really fast? Seems practical and strategic at the same time and that is not always easy. Please join us as we discuss this topic with Darren Bibby, former Vice President Partner Strategy and Programs at DocuSign. Darren share not only his philosophy for success, but he also lays out the  5 key steps that made it happen for DocuSign..

About the Author

Steven Kellam Senior Vice President, Marketing and Alliances Steven is a respected leader in channel incentives and marketing with a comprehensive end-to-end understanding of what it takes for brands to succeed selling through complex sales channels. He has over twenty years of executive management experience combining leadership, vision and execution applied to sales, marketing, business development and operations. At 360insights, Steven drives growth through alliance building, thought leadership marketing and collaboration with the sales team. Steven is a strong strategic leader with a passion for growth and operations excellence. Prior to joining 360insights Steven served as President of CCI (now E2Open’s incentive business). At CCI, Steven led efforts to form alliances across the channel software market, grew its MDF and co-op advertising business, and expanded its solutions offering across its product suite to include rebates, sales incentives and APIs to support strategic partnerships. Steven studied Economics and Marketing at Virginia Commonwealth University and Hampden-Sydney College, respectively. Steven lives in San Francisco and is a competitive athlete, participating in triathlons and open water swims including the Escape from Alcatraz, Golden Gate Bridge and the Kona Ironman in Hawaii.

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