Many sales experts will tell you the best place to close a deal is sitting on the corner of a customer’s desk. The expression represents more than just the final handshake—it captures the entire relationship that sales reps nurture, from learning what a customer needs to gain the trust that’s necessary to close business. Simply put, you have to earn the privilege to sit there. This same principle flows through the entire channel motion: vendors with partners and partners with customers.
COVID-19 has yanked the corner of the desk out from underneath us, and now we find ourselves sitting in unfamiliar territory. For people whose sales process relied on face-to-face meetings, this is terrifying. Whilst things will get better, the pandemic will have a lasting impact on the way people work, how they manage business relationships, and how they make buying decisions.
Chris Lamborn joined NetApp in November 2015 & is currently Head of WW Partner GTM and Programs. He is responsible for the development and implementation of the company’s Global Channel go-to-market strategy and the supporting programs and investments. NetApp’s Channel Partner eco-system forms the foundation of the business, supporting and contributing over 75% of the company’s revenue. Chris is a respected leader with extensive experience working with global partners and proven success in partnering to deliver incremental revenue and profitability. His detailed understanding of the multiple Partner business practices and experience of working with operations, marketing, finance across the world ensures predictable, relevant and profitable business partnerships. Prior to NetApp, Chris held distribution leadership positions at Brocade, Avaya and Nortel and holds a Bachelor’s degree in Mechanical Engineering from Kingston University in the UK and he moved to permanently to California in 2016.