Go-to-Market Strategy: Navigating and Working with Channels

As a follow-on to our overwhelming session on Art of Enterprise Selling, we bring you this discussion on strategizing your GtM with Channels

Join Tom Babula, a veteran in Sales, ex-Senior Vice President of Sales at companies like NETGEAR and ARLO on a FireSide chat with Som Pal Choudhury, Partner at Bharat Innovation Fund to learn and plan your Go-To-Market Strategy with Channels. The focus will be on how to work with different types of channels, how do you navigate these channels as your company scales and which channel is appropriate at different stages of your growth.

• Current Channel Landscape-

• • Retail, Ecom, DIY, Club, Reseller, VAR, Distributors, Service Providers, Systems Integrators
  • What do these Channels do, What customers are they serving? What are they good at?
  • How have they changed or their importance has changed over the years?

• What are the right channels for your product/solution at at what stage of your product/company evolution
• Understanding Role and Intent and the 5 steps to winning in the channel

Bio: Tom Babula

Experienced in both large companies and start-ups, Tom is an experienced Silicon Valley executive with more than 20 years, leading sales and channel marketing teams around the world.  He is known for a deep understanding of consumer and small Business go-to-market channels across various technologies, including hardware, software, & IaaS. He has successfully negotiated multi-million dollar contracts with leading retailers like Best Buy, Walmart, & Costco and leading Ecommerce resellers like Amazon and Walmart.com. Tom has also led teams focused on selling Hardware and IaaS to service providers like AT&T, Verizon, and Securitas, enabling companies who are looking to transform their business model from hardware sales to subscription-based services.