Thycotic
Bob Gagnon
VP, Channel Sales
Our partner engagement model/go-to-market plans were greatly impacted when COVID-19 first breached. We had to resize our business and pivot away from a heavy in-person field model to 100-percent digital while trying to maintain our pipeline trajectory.
As we migrated over to the new paradigm, we took stock of the ‘work-from-home’ opportunity to focus on partner certifications and training. Education was a key area of investment while COVID-19 was in progress. These two factors – the switch to digital marketing and advancing the knowledge base of our partners – helped maintain top-of-mind during this challenging period.
