Luca Besana - The Key to Winning the Southern European Channel

What makes channel partnerships in Southern Europe so unique—and why do global strategies often fall short?

In this episode of Partnerships Unraveled, we sit down with Luca Besana, Regional Channel Leader at SentinelOne, to discuss what it really takes to build successful channel programs in markets like Italy, Spain, and Israel. With 15+ years of experience, Luca shares why localization is key, and how vendors can avoid common mistakes when entering these regions.

- Why relationships matter more than product in Southern European channel sales
- The biggest misconceptions vendors have about doing business in the region
- How to balance global consistency with local adaptation in go-to-market strategies
- Why having local presence and personnel is critical for channel success
- The rise of cross-border expansions and what it means for vendors

If you're expanding your channel program in Southern Europe or anywhere with strong local business cultures, this episode is packed with actionable insights!

Connect with Luca: https://www.linkedin.com/in/lucabesana/

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