STRATEGY.
PARTNERSHIPS.
DIGITAL COMMERCE.
Hi, I’m alex.
I've spent over 25 years in the digital commerce space, leading Sales & Partnerships teams for commerce platforms, and related tech product companies. I specialize in revenue generation for these companies via strategic partnerships in the Salesforce, Adobe, SAP and Shopify ecosystems.
I’ve worked with
what i do
Everything I do is focused on business growth through partnerships. I can lead or support the design of partnership strategies, and can also augment special projects on a more tactical level. The work I most enjoy doing today typically falls into these categories:
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Designing ways to grow through partnerships
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Referrals, Reselling, App Stores, ISV & Integrations, Rev Share, and more
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Sourcing and evaluating the best talent for partner teams
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Partner Portals, PRM Platforms, Crossbeam, Partner Training & Certifications
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Professional development and mentoring for Partner Managers
CASE IN POINT
Here are a few examples of how my work has impacted business for companies I’ve worked with
Global Rollout of a Reseller Program for SAP VAR’s
Following SAP’s acquisition of hybris, a market leading commerce platform, I led a 2 year project to enable reselling of all hybris products within the SAP PartnerEdge VAR program. This started with building out all the training, certifications, authorization, price lists and internal processes needed to launch and ultimately became the preferred business model for the GB market segment (companies under $1b in rev) by its second year. Thirteen SAP partners transacted resell deals through this program in year two, including IBM and Capgemini.
Partner Strategy & Program Built From Zero
Amplience, a UK based composable CMS, DAM and Dynamic Media platform was pivoting from a point solution to an enterprise platform and needed a partner strategy and program to support that shift. After designing the partner strategy and team, we recruited, trained and enabled 50 new SI partners in Europe & North America. We then launched our product into the Salesforce AppExchange and SAP App Store, with numerous deals transacted with both Salesforce & SAP. After 3 years, the business had moved from 0% to 40% ot total company revenue being sourced or influenced by partners.
A Reimagined Partner Team & Program
Dotdigital, a UK based marketing automation platform with a strong focus on commerce ecosystems was making a large investment in partnerships (700+ partners, 18 partner team members), but wanted a more efficient & strategic partner program than was in place. I led a complete overhaul of the partner strategy, that resulted in the launch of an entirely new partner program and a reorg of the global partner team. This overhaul involved heavy work with Marketing, Legal, Finance and IT and ultimately resulted in a significantly higher ROI of Dotdigital’s investment in partnerships.
Building a New Partner Program & Team
parcelLab, is a German company with a platform that powers branded delivery, returns, and post-purchase experiences with a strong focus in the SAP, Salesforce and Shopify ecosystems. Following a $112m investment by Insight Partners, I was recruited to build a partner strategy, program and team from the beginning. We formulated a strategy around App Stores (SAP & Salesforce), Tech Partners, Logistics Partners & 3PL’s, SI’s and Shipping Carriers. We also invested significantly in building out a reselling partnership with CommerceHub (now Rithum) and found transactions and revenue from all of these strategies in our first year.
Looking to launch your first partner program, or make your first partner team hire?
Interested in taking ecosystem led growth and Crossbeam mastery to the next level?
Considering a new PRM platform, or partner portal project?
Or maybe it’s time to get serious about reselling partners or an updated referral partner program.