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How many channel chiefs do you know who have successfully climbed to the top of Mt. Everest? I’ve only met one, Louise McEvoy, who applys lessons learned from mountain climbing to her role as a channel chief. Louis, VP of US Channels at Trend Micro, loves adventure and thrives on change, both on and off the mountain. She is pursuing new markets and new ways to address changes in buyer behaviors applying a concept called the Blue Ocean Strategy.
KEY TAKEAWAYS
Here are some of the ways I learned from Louis to summit modern partnerships and drive new business:
- Consider applying concepts from the book called Blue Ocean Strategy where red oceans are all the market spaces in existence today and blue oceans denote market spaces not in existence today that are untainted by competition.
- Leverage private offers via partners on marketplaces, known as Consulting Partner Private Offers (CPPO) on the AWS Marketplace.
- Organize your channel team so that you have some teams focused on the traditional “red ocean” partners and others focused on the “blue ocean” transformation partners. Then look for ways to add “blue oceans” to your traditional partners.
- Don’t put your transformational partners into traditional constraining partner agreements. Provide the freedom for the partnership to develop in ways you may not even imagine.
- Seek simplicity, flexibility, and patience in your company’s attitude towards partnerships. And create and environment that promotes the ability to accept some risk and failure.
LINKS & RESOURCES
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- Follow Louise on LinkedIn
- Learn more about the Blue Ocean Strategy
- Hear about Louise Summiting Mt. Everest & Leading Partner Ecosystems to Achieve Epic Results
- Learn more about Allbound
