Session 208
Making Everyone a Part of the Sales Process

Go-to-market strategies and sales channels are no longer monolithic. Multiple influencers overlap the customer journey, driving and shaping technology consideration, selection, and engagement. Technology vendors and solution providers cannot overlook the power of influencers and referrers in their routes to market. The goal isn't just to enlist and engage with influencers and referral partners, but putting them on a path to active engagement and persistent alignment. In this session, The 2112 Group's Larry Walsh will review exclusive research into the power of influencers and referral partners in the channel, and how vendors can make everyone – partners, business professionals, and customers – a part of go-to-market channels.

Spotlight Speaker:

Larry Walsh
CEO and Chief Analyst
The 2112 Group