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Tableau Channel Chief Julie Bennani On New Partner Program And What Being Acquired By Salesforce Means For Partners

The new Tableau Partner Network, with tracks for resellers, service providers and technology partners, is designed to provide partners with more opportunities and incentives, better visibility and more consistent requirements and expectations.

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What did you mean by ‘white space?’

We know the set of customers we have and we know, when it comes to big enterprises, who we want to explore. But when we think about our SMB penetration or even the market below those top brand names, we will still have so many customers to go after. So that’s what I mean about white space at a customer level.

We also have this other ubiquity piece [where] we might have started Tableau’s presence within, let’s say, within the customer’s sales area or operations, there’s [potential] ubiquity within the customer, based on their priorities. There’s a lot of linkage to account planning is what I’m alluding to.

We’re launching a shared account plan for partners this month [where] we’re going to start more prescriptively working together to jointly unify the partners’ perspective and our perspective on where opportunities sit and then really go for growth.

Right now, we’re inconsistent in how we do living account plans. We’re just launching a formal tool to build that muscle with our partners. For opportunities for partners and for where they see opportunity. If it’s a partner that focuses on health care, for example, maybe we’re only focused on three of the 20 high-potential health-care entities that we should be going after. There’s lots of different pieces to this.

Tableau and Salesforce [synergies] will probably be a second wave.


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