Welcome to the IoT Grand Slam 2018, VIRTUAL Internet of Things Conference, December 11th 2018 held in the Cloud.

Partner LifeTime Value™ Behavior Produces Results for Channel Technology Vendors in an IOT World

On-Demand Hall

Partner LifeTime Value™ Behavior Produces Results for Channel Technology Vendors in an IOT World

Session Abstract:

Partner LifeTime Value™ Behavior Produces Results for Channel Technology Vendors, As a technology vendor using the IT & Telecom Channel for productivity and market reach, have you ever wanted to discover the real answers to questions like the following?
A. How do I know if my channel partners are the right ones for my company, the absolute best partners?
B. What should I be doing to strengthen loyalty with my channel partners, loyalty that results in better revenue growth and improvements in end-customer satisfaction?
C. How do I improve technical resource sharing with my channel partners so that we are in close alignment and leverage our critical human assets?
The team at AchieveUnite has not only asked the questions, they have answers to share. They worked with the University of Glasgow to survey 150 US – headquartered vendors of IT products and services. This survey was designed for vendors seeking strong, loyal, and growth-oriented channel partnerships. The purpose is to understand the extent to which technology vendors value long-term partnerships and are taking steps to proactively build Partner LifeTime Value™.


Theresa Caragol is founder and principal consultant of Achieve Unite, a strategic advisory firm that provides performance partnering and business acceleration services to global enterprises including partner and channel development, go-to-market planning, M&A channel integration and executive learning forums. She has more than 20 years’ experience in building and managing multi-million dollar indirect channel teams and strategic alliance business and programs from inception to sales success. Prior to founding TCC, Theresa held senior executive roles at Extreme Networks, Ciena and Nortel. She also has co-founded a Channel Tech Industry Think Tank with Penton / Informa designed to influence and support the industry’s digital transformation; and serves on a number of Industry and Company Advisory Boards.
Theresa is passionate about coaching employees and mentoring young people into STEM fields. She is honored to be one of 15 women selected for the First Leadership Foundry in Washington, DC – an organization dedicated to mentoring and recruiting women for positions on corporate boards. Theresa has received numerous IT industry channel accolades recognizing her work including: 2014 CRN Top 50 Most Influential Channel Chiefs, 2013 CRN Top 10 Next Generation Channel Leaders, 2015 Golden Bridge Gold Award for Best Program Leader, and 2017 Informa Top Industry Influencer. Theresa graduated with honors from Virginia Tech University. She has an MBA from the University of Wisconsin’s Lubar School of Business, and holds an Executive Master’s degree in Leadership from Georgetown University’s McDonough School of Business.

Session Tags:


Partnership, Standards, Cloud, Channel, IOT

CxO, VP / Director

Advanced, Intermediate, Beginner


Telecom, Industrials, Government / Public Sector

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