How Smarter Deal Registration Unlocks Partner-Sourced Revenue

Your partners are the lifeblood of your channel, but are they actively driving net-new business or just engaging for transactional benefits? In today’s competitive landscape, partner-sourced revenue is a key indicator of a thriving and engaged ecosystem.

A well-structured deal registration program goes beyond just protecting deals - it builds trust, visibility, and profitability. The most successful vendors don’t just track deals; they optimize them, reward proactive partners, and scale revenue through a strategic, data-driven approach to deal registration.

Panel Discussion: Transforming Deal Registration into a Revenue Engine

The Key Elements of a Partner-Sourced Revenue Strategy: Structuring a deal registration framework that aligns with business growth.
The Role of Deal Registration in Driving Visibility & Engagement: How modern programs foster trust and deeper collaboration
Tracking and Incentivizing Partner-Sourced Revenue: Implementing data-driven strategies to measure performance and reward partner contributions.
Program Automation for Scale & End-Customer Insights: Leveraging data to improve forecasting, reporting, and pipeline accuracy.
Success Stories & Takeaways: Real-world examples from top vendors optimizing deal registration for long-term partner success.

By the end of this webinar, you'll gain actionable insights on increasing partner-sourced revenue, strengthening engagement, and leveraging automation to enhance pipeline visibility and scale your partner program effectively.

Don Lopes

Sr. Director, Global Partner Programs, Juniper Networks

Don is part of Juniper Network's Global Partner Sales Acceleration Programs team leading the Juniper Partner Advantage Program. He and his team are responsible for developing and managing the partner program strategy that enables its worldwide partner ecosystem to profitably grow its Juniper practice. As a seasoned partner executive, he has more than 20 years of sales, management, marketing, and business development experience in networking, cloud, and software-defined data center.

Margaret Adam

Head of Product Marketing, Allbound & Channel Mechanics

Margaret is the Head of Product Marketing at Channel Mechanics and Allbound. Margaret is a renowned industry expert with extensive knowledge of partner ecosystems and go-to-market strategy.

With 25 years of experience spanning vendor, distributor, and partner domains, she comes to us from Salesforce, where she held senior roles in partner and industry marketing. Prior to that, she was an award-winning industry analyst for IDC in Europe, focused on GTM, ecosystem, and partnering strategies.

Ken Rosko

Global Distribution Lead, NinjaOne

A highly accomplished technology sales and channel leader with over 20 years of experience building and scaling high-performing sales organizations. Known for his expertise in sales leadership, distribution strategy, and business development, Ken has successfully driven growth in both startups and Fortune 100 companies.

Currently serving as Global Distribution Lead at NinjaOne, Ken is instrumental in transitioning the company to a channel-first business model, managing global distribution partnerships, and overseeing deal registration initiatives. His recent promotion to EMEA Channel Lead in Berlin (September 2024) reflects his ability to expand and optimize international sales operations.

Prior to NinjaOne, Ken held executive leadership roles at Vyopta, SolarWinds, Avaya, VMware, and Cisco, where he consistently delivered record-breaking sales performance, revenue growth, and channel development.

Matt Scotney-Jones

Senior Account Executive, Channel Mechanics & Allbound

Matt is a seasoned channel professional with over 15 years experience in building and managing the channel for cyber security companies such as Ipswitch, Ixia and Netwrix. He brings his deep knowledge of partner ecosystems across multiple areas of channel and has specialist skills in building MSSP, VAR, Reseller & Distribution programs in high velocity start-ups as well as mid-size vendors who have established channels.

Most recently Matt was the Director of Partnerships at BlackFog where he was tasked in building a scalable SaaS channel model that focused heavily on the MSP/MSSP space and ensuring the model included two tier to help accelerate the EMEA business.

Riley Smith

Director, Global Partner Program Operations, Broadcom

With over 10 years of experience in channel operations, Riley Smith specializes in optimizing partner programs, rewards, and tools. At Broadcom, he manages the Deal Registration programs, including the recent launch of the VMware Deal Registration program. Previously, Riley led the operationalization of 16 partner incentive programs, accelerating the transition to SaaS and Subscription models. He also designed and launched the Customer Lifecycle Incentive tool within VMware’s Partner Connect portal, simplifying the partner experience and driving a 50% increase in partner adoption.

Moderated by:

Kenneth Fox

Chief Executive Officer, Channel Mechanics & Allbound

As CEO of Channel Mechanics and Allbound, Kenneth is a globally recognized leader in providing channel program automation software to some of the world's largest vendors, utilized to automate the delivery of their partner programs. With a career spanning over 20 years in the ICT sector, Kenneth is an industry leader with extensive channel, technology, and sales experience. Previously he has held senior leadership positions at Nortel, Avaya, APC, and IBM.

Don Lopes

Sr. Director, Global Partner Programs, Juniper Networks

Margaret Adam

Head of Product Marketing, Allbound & Channel Mechanics

Margaret is the Head of Product Marketing at Allbound and Channel Mechanics. Margaret is a renowned industry expert with extensive knowledge of partner ecosystems and go-to-market strategy.

Learn From Channel Leaders

Learn From Channel Leaders

Learn From Channel Leaders