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Direct, Channel, or Partner?: Determining the Right Sales Mix for Your Startup

Monday, September 16, 2019 @ 1:45 pm - 3:15 pm

RSVP / Register

You know you don’t have to choose just one sales tactic, but how do you know how to divide resources between them for a strategic approach?

  • Selling directly to your target customer gives you control but lacks leverage
  • Channel sales give you access to more accounts but not customer relationships
  • Partnerships can give you access to an existing customer base but also require you to provide a lot of education and governance that takes time

What are the implications of distributing sales in a mix across all three?

This session highlights techniques for direct, channel, and partner sales paths and helps you decide the right selling mix for your startup.

This event is part of the Sales & Marketing Track at Startup Boston Week 2019. And is perfect for companies in the Growth Stage.

Our Speakers:

Alison Aldrich – VP of Partnerships, Privy

Alison has about a decade of experience in channel and partnership marketing. Before leading partnerships at Privy, Alison was the Director of Partner Marketing at Klaviy and the Director of Channel Marketing and Carbonite.

Peter Zotto – General Manager, ProfitWell (formerly Price Intelligently)

After working at OpenView Venture Partners as an analyst for a few years, Peter joined Matchbox as their Head of Sales in 2011, which was later acquired by TargetX. He then joined Profitwell, a company that helps businesses price their products and services by leveraging existing and potential customer information to determine true value.

Michael Goldenberg – Head of Sales, Alyce

Michael is a very experienced leader in sales. Previously, he joined MineralTree in 2014 (a company founded in 2010) as their Director of Sales, leaving in 2017 as their VP of Sales. Now at Alyce, a company almost four years old, Michael oversees their entire sales division.

Jillian Clancy – Manager of Inside Sales, Drift

Jillian has about a decade of experience in inside sales development. Before joining the Drift team, she led commercial sales at DataDog and inside sales at EF Education First.

Moderated By:

Christina Samaha – Head of Growth, Folia Health

Before leading growth at Folia Health (a company founded in 2016), Christina joined Kyruus in 2015 as their Sr. Strategic Marketing Manager before taking the position of Director of Strategic Initiatives at Optum.



This is a Startup Boston Week event.

Startup Boston Week is a free, five-day series of events celebrating, educating, and connecting entrepreneurs in Boston. Taking place from September 16–20, 2019 Startup Boston Week brings entrepreneurs, company leaders, innovators, and industry experts together to foster collaboration and fuel growth in Boston’s startup ecosystem.

Thank you to our event partners! 

About Matter:

Matter is a Brand Elevation Agency unifying public relations, social media, creative services, and search and digital marketing into strategic, content-rich communications campaigns that inspire action and build value. With 15 years of experience working with companies ranging from startups to large enterprises, we understand the fast speed and challenges inherent in marketing a new brand. Whether you’re building a business or growing a brand, we can help you achieve the success you deserve.

About CIC Boston:

One of Boston’s largest innovation communities, CIC provides office and coworking space, and supports a variety of important programs in Boston’s startup scene including Venture Cafe, District Hall, and MassRobotics.


RSVP / Register


Monday, September 16, 2019
1:45 pm - 3:15 pm
Event Category:


CIC Boston
50 Milk Street
Boston, MA
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