093 - Harold Nelissen - Building Customer-Centric Partner Programs

Unlock the secrets to revolutionizing your partner programs with insights from Harold Nelissen, a partner programs expert from Trend Micro! This week on Partnerships Unraveled, Harold reveals how transitioning from traditional, transaction-based models to customer-centric strategies can transform your partner relationships.

Learn how understanding customer needs and working backward can create a win-win scenario for both partners and customers, enhancing the overall experience. Harold shares Trend Micro’s innovative approach of using back-end rebates and incentives to reward partners for behaviors like acquiring new logos, upselling, and obtaining competencies, driving customer-focused success.

Understand the importance of adaptable KPIs and program benefits for fostering innovative and expansive partnerships. From managing boutique versus enterprise partners to the evolving role of channel managers, this episode offers a comprehensive guide to building scalable, consistent, and future-focused channel partnerships. Don’t miss out on Harold’s expert tips that can unlock new revenue streams and drive your partner program's success!

Connect with Harold on LinkedIn: https://www.linkedin.com/in/haroldnelissen/

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