Hans Nipshagen - How to Build a Business Development-Led Channel Team

This week on Partnerships Unraveled, we’re joined by Hans Nipshagen, longtime Akamai channel leader and incoming VP of Channel at edge data center company Enlighten, for a masterclass in scaling new logo acquisition through the channel.

Hans shares how he rebuilt Akamai’s EMEA partner ecosystem from the ground up, prioritizing quality over quantity and zeroing in on the right partners for the right markets. We dig into the real mechanics of driving a partner-led pipeline: aligning AEs and partner managers, embedding business development DNA into your team, and changing the culture from “relationship keepers” to “pipeline creators.”

This episode is especially valuable for channel leaders focused on net-new growth. Hans pulls back the curtain on the tactics that worked, including outcome-focused incentives, clear partner tagging, AE education strategies, and why BD-first hiring transformed his channel team’s performance.

If you’re in the business of building high-performing partner programs, this conversation delivers the roadmap.

Connect with Hans: https://www.linkedin.com/in/hansnipshagen/

_________________________

Learn more about Channext 👇

https://channext.com/

Watch on YouTube ►

https://www.youtube.com/@channext

#channelmarketing #channelpartners