ITB Workshop: Growth Through Partners

 In Building Successful Partner Channels


Whether your software ingeniously addresses the most complex big business challenges or adapts new technologies to solve small business needs; expanding internationally is the challenge you will face if you want to achieve scale.

Place: The Old Stock Exchange, Slotsholmsgade, 1217 Copenhagen K

Time: May 24, 2011 – 09:00 – 17:00

More information and sign-up >>

By participating this workshop, you will learn from best practices and case studies how our clients have successfully expanded their businesses through partnering. A partner channel can help software companies to expand market reach, increase opportunities, sell more software and services, tap into the global economy, and build an international brand – if it works, otherwise it can be an under-performing drain on time and resources.


  • identify markets for best success
  • determine the best business model – direct or indirect
  • recruit the right reselling partners
  • manage partners for mutual success
  • assess your partnering readiness

This one day workshop will include practical exercises which will enable you to apply best practices to your partner channel building efforts immediately. After the workshop you will be able to develop:

  • a partner geographical coverage map
  • an ideal partner profile
  • a partner return on investment model
  • partner value propositions
  • a tiered discount structure
  • a joint business plan

Paul Solski, Partner, TBK Consult, USA
Based in Seattle, Washington, Paul Solski provides management consulting services to help software companies (ISVs) realize their business growth potential by utilizing best practices developed in over 25 years at Microsoft, HP, Intel etc.
Mr. Solski is retained by Microsoft Dynamics USA to provide partner channel building servcies of their tier one partners and has helped numerous ISVs to; prioritize target market selection, develop strategic business plans, identify and recruit partners, build partner programmes and develop demand generating marketing plans.

Eva Sachse, Partner, TBK Consult, Denmark
Based north of Copenhagen, Denmark, Eva Sachse provides management consulting services to help Independent Software Vendors (ISVs) and Value Added Resellers (VARs) connect with each other and accelerate sales. Ms. Sachse enables ISVs to expand internationally, develop high impact marketing strategies, increase their collaboration with Microsoft and to become Certified for Microsoft Dynamics.


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