Sam Valme, Senior Director of US Channel Sales at AvePoint, discusses the importance of channel partnerships for ISVs and the strategic decision to focus on the channel after going public. He highlights the need to leverage the sales force through the channel and the role of distribution partners, MSPs, VARs, and SIs. 

Sam shares the process of building and formalizing AvePoint's global partner program, including developing a dedicated team, listening to regional partners, and creating a partner portal. He emphasizes the importance of executive buy-in, building a purpose-built platform for partners, and providing enablement and education. 

Sam also discusses the advantages of growing the long tail of partners, the financial differences in running a channel, and the importance of winning the hearts and minds of engineers within partner organizations.

Connect with Sam Valme: https://www.linkedin.com/in/samvalmejr/

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