Intelligent Tech Channels Issue 51 - Page 63

CHANNEL CHIEF

CHRISTINA KLEIN is the Head of Global Solution Partners at Lansweeper , an IT asset management solutions company that gathers hardware and software information of computers and other devices on a computer network for management and compliance and audit purposes . Klein ’ s management philosophy is creating opportunity – for the company , the team , partners , and customers . Klein explains how she is working with channel partners globally .

dDescribe your current job role and the parts that are somewhat challenging ? As the Global Head of Channel at Lansweeper , I ’ m responsible for setting the strategy for how we attract , engage , and activate our channel partners . The biggest challenge we have at this stage in our programme is managing our staggering growth . Lansweeper is a best-in-class discovery and inventory platform that enables a wide variety of use cases – from IT asset management ( ITAM ) to cybersecurity to software asset management ( SAM ) and more – making it a very attractive tool for managed service providers ( MSPs ), service providers and consultants . Ensuring we can effectively support the broad variety of partners and their unique , global go to

Ensuring we can effectively support the broad variety of partners and their unique , global go to market routes is the single greatest challenge that keeps me up at night . market ( GTM ) routes is the single greatest challenge that keeps me up at night .
Can you explain how your company works with channel partners ?
Lansweeper does not want to just take orders from our partners . Our aspiration is to enable our partners through collaborative business planning , GTM activation , comarketing , technical enablement and more . We want to become an integral part of our partners ’ business and help enable them to go further , faster .
How do you ensure channel partners flourish in a highly competitive market ?
In order for channel partners to flourish , it ’ s imperative they create a differentiated service offering that helps them stand apart from their competition . Whether that is identifying and developing expertise in a particular industry or in a high-demand service area like cybersecurity , Lansweeper shares insights from around the world to enable our partners to differentiate their service offering and provides partners with the data needed to fulfil that service to their end-customer . What ’ s more , Lansweeper works with our managed and strategic partners to jointly co-market their services and attract new customers with the solution they need .
What are the latest trends you see emerging across the channel ?
When I look at the trends happening in the channel , they align with the needs we hear
Christina Klein , Head of Global Solution Partners , Lansweeper
INTELLIGENT TECH CHANNELS 63