Public cloud and hosting company
Built a channel partner program from zero to a $15M ACV run rate
- Role
- Commerce Channel Partnerships Manager
- Stage
- Public company
- Model
- B2B
- $15MACV run rate for the channel partner program
- $1.2MLargest single contract, in ACV
- 2xPresident's Club, two years running
A public hosting company wanted ecommerce revenue and had no channel for it. I created the partnerships that became one.
The situation
The company had a strong hosting business and no dedicated path into ecommerce. Merchants choose hosting on the advice of the agencies and systems integrators building their sites. The company needed to be the name those firms recommended.
What I did
I created and managed partnerships with global digital agencies and systems integrators.
For each, I wrote the go-to-market plan: joint product definition, event and content marketing, and sales enablement so their teams could sell alongside ours. I planned and ran partner marketing campaigns to fill pipeline.
The result
The channel grew to a $15M ACV run rate. Customers included national apparel, footwear, and grocery delivery brands, with contracts from $144K to $1.2M in ACV. I made President’s Club two years running.