Heather Harlos, Global Programs Enablement & Go-to-Market Leader at Proofpoint, joins Partnerships Unraveled to break down the strategies that truly empower partners and remove friction from the sales process.
In this episode, Heather shares why Proofpoint made the uncommon decision to position its channel programs under sales instead of marketing and why it’s paying off. She and Alex dive into the critical role of marketplaces in partner enablement, the balancing act of making marketplaces partner-inclusive, and how AI and automation are shaping the future of channel strategy.
Key takeaways include:
- The shift from traditional channel tiers to behavior-based partner incentives
- How Proofpoint is enabling partners to sell and implement solutions without vendor involvement
- Lessons from consumer marketing that can transform SMB channel strategies
- Why friction is the #1 killer of partner-driven revenue and how to eliminate it
If you're looking to build a high-impact, partner-led channel program, this is an episode you can’t afford to miss.
Connect with Heather: https://www.linkedin.com/in/heatherharlos/
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