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Deltek has started expanding its reseller base in a way we have not since Taylor Macdonald created it in 2008. The software company has more than 100 partners, along with a new partner network.

And the channel has become a key topic of discussion for all executives, according to Howard Zemel,  who has been head of Deltek’s global partner office since December 2019.  “There is not an executive discussion that does not include the partner business,” Zemel said in an interview for next month’s special report for Bob Scott’s Top 100 VARs. Announced in March, the Global Partner Network brings existing elements of the channel program under one umbrella—solutions, advocates and marketplace. Zemel talked about a partner program that is shifting across geographies and different kinds of partners and diversifying “away from dependence a few top partners.” Growth has been supported by expanding the number of sales development reps. Deltek has also provided the most market development funds it has ever had, according to Zemel.  It also established rules that designed to reduce conflict between resellers and the direct sales force.

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