E130 Part 3 - Global Partner Summits, Sales Strategies, and Channel Saturation with Frank Rauch

07/05/23 • 18 min

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel saturation is explored, with insights on prioritizing partners based on quantitative data and leveraging distribution and cloud marketplaces. They also highlight the significance of sales tech tools like Gong for understanding customer needs and AI tools like Clary for optimizing sales workflows. Additionally, they mention intent data tools for target selection and stress the importance of not forgetting the basics in sales.

INSIGHTS OF THE DAY

Importance of Partner Summits and Bilateral Engagement - Frank Rauch: “My point is, first of all, people like to see you show up right now, especially because of COVID. Second of all, make them as bilateral as you can. Because you can say, hey, I want to do a partner advisory council and you'll, you know, some people like, well, what do you think of our partner program? That doesn't work. You have to have that give and take. You have to be able to show the future, show the roadmap, not just the product roadmap, program roadmap, and then have the partners react.”

Find out more about Frank Rauch in the link below:

LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

INSIGHTS OF THE DAY

Find out more about Frank Rauch in the link below:

LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

Previous Episode

E130 Part 2 - Recruitment, Culture, and the Future of the Channel with Frank Rauch

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss various topics related to recruitment, culture, and the channel. Frank mentions that their company is always recruiting and highlights the engineering, direct sales, channel, and SDR openings they have. He also emphasizes the unbeatable culture at Kato, where high-performing individuals are the norm. They talk about the flexibility of remote work and the importance of being present in a territory for sales roles. Frank also mentions the support they receive from investors like Lightspeed and Greylock.

Randy and Frank discuss the recruitment strategy at Frank's company, highlighting the various job openings available. They also emphasize the importance of company culture and the value of having high-performing individuals on the team. The conversation touches on the flexibility of remote work and the significance of being present in a territory for sales roles. They mention the support received from investors and the challenges faced by startups in securing funding. Frank shares some advice for individuals interested in a career in the channel and the qualities that he looks for when promoting people.

INSIGHTS OF THE DAY

The Importance of Channel Partnerships - Frank Rauch: “Because, you know, oftentimes it's just too late and basically, hey, here's pricing, here's product, here's the strategy, how do we fit it into the channel? It doesn't work that way. It doesn't work that way... You need to be able to give partners services opportunities... We want to give the partners the opportunity to be able to be trained on a product, but trained in a way, not just to operate the product, but to be able to make the customer environment better... You need to be able to give the partner the opportunity to be able to upsell along with that too. It's really the multiplier effect.”

Find out more about Frank Rauch in the link below:

LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

Next Episode

E131 - Selling with Customer Success: Increasing Lifetime Value of Customers with Anthony Anzevino

In this episode of Tech Sales Insights, Randy Seidl is joined by Anthony Anzevino, Global VP of Customer Success and Renewal Sales at Commvault, to share his insights on selling with customer success and increasing the lifetime value of a customer. He emphasizes the importance of understanding the customer and their needs, as well as building strong partnerships with both customers and partners. Anthony also discusses the challenges and opportunities in the data protection market and how Commvault is evolving to meet the changing needs of customers.

INSIGHTS OF THE DAY

Your number one asset your company - Anthony: “Employees and people are the number one asset in any company, and it should be the number one goal of any great leader”

Be humble, failing, greater good - Anthony: “Be humble enough to where you can ask questions, learn to fail, fail fast and fail forward. And especially if you do it for, you know, the greater good, the benefit of your customers and the benefit of your market and your peers”

Find out more about Anthony in the link below: