Channel strategy & advisory
Define your ideal partners, map routes to market and prioritise the opportunities that make commercial sense.
Partner profile · Market mapping · SegmentationHARDWARE · SOFTWARE · PAAS · SAAS
Build partnerships.
Drive channel growth.
Connecting channel partners, commercial goals and technical capabilities to create shared opportunities and drive business growth.
Flordelyn Ruiz · Channel management & business development
CHANNEL STRATEGYPARTNER DEVELOPMENTJOINT GO-TO-MARKETIIOT & EMBEDDED TECHNOLOGY
Career highlights
Channel sales & development
across B2B technology
10+ yearsCommercial experience in B2B technology
Full partner ecosystemDistributors, VARs, resellers, SIs, GSIs, ISVs, MSPs and OEMs
Hardware & softwareExperience across industrial IoT, embedded technology, cybersecurity, PaaS and SaaS
Europe & AsiaStrong experience across France, Iberia and Italy, with exposure in Asia
MEET FLORDELYN
Connecting the ecosystem.
Creating shared opportunity.
Commercially driven channel development across hardware, software, industrial IoT and embedded technology—connecting distributors, VARs, resellers, SIs, GSIs, ISVs, MSPs and OEMs around customer needs and shared opportunities.
An ecosystem-wide approach aligns partner business models, technical capabilities and routes to market. Sales, business and technical teams come together to build joint solutions, develop pipeline and turn collaboration into sustainable growth.
HOW I CAN HELP
A practical path to
partner growth.
Understanding the market and technology landscape helps identify where to compete, which partners to engage and how to create value together.
Focused support for technology vendors and partner teams, from choosing the right direction and onboarding partners to growing joint business and improving performance.
Partner development & onboarding
Recruit with purpose and build a structured start, with sales readiness, technical enablement and shared commitments.
Qualification · Recruitment · 30/60/90-day plansJoint GTM & account growth
Bring vendor and partner teams together around new business, co-selling, upsell, cross-sell and recurring revenue.
Joint business plans · Account planning · Pipeline reviewsPerformance & enablement
Turn partner reviews into decisions, actions and better use of your time and investment.
KPIs · QBRs · Partner health · Workshops
36-page guide + 10 editable templatesPRACTICAL TOOLS, READY TO APPLY
The Channel Manager
Starter Kit.
A clear starting point for building and managing partner channels. Move from ecosystem fundamentals to recruiting, onboarding, pipeline, performance and scaling.
- Built for hardware, software, PaaS and SaaS channels
- 10 editable Excel templates for day-to-day execution
- New business, upsell, cross-sell and joint selling
Coming soon · Join the launch list for availability and pricing.
TAKE A LOOK INSIDE
From partner conversations to clear actions.
Explore three examples of how to use the tools. These illustrative samples show the approach; the full editable workbooks are part of the kit.
01 Qualify the right partner
Ideal Partner Profile and Qualification
- Customer fit
- Which customers and verticals can we serve together?
- Capability
- What sales, technical and delivery resources are available?
- Commitment
- Who owns the next action, and what evidence confirms the fit?
02 Build a structured start
30/60/90-Day Onboarding and Readiness
- First 30 days
- Agree target customers, owners and sales readiness priorities.
- By day 60
- Practise the value proposition and identify joint opportunities.
- By day 90
- Review pipeline, readiness gaps and the next joint actions.
03 Turn a review into action
Partner Performance Dashboard and QBR Pack
- Review
- Compare pipeline and results against the joint plan.
- Decide
- Identify the opportunity or gap that deserves attention.
- Act
- Assign an owner, a deadline and a measurable next step.
SELECTED WORK & PUBLIC MENTIONS
Partnerships in practice.
Partner development, joint business opportunities and commercial execution, illustrated through public collaborations and publications.
Integral System × Advantech
Integral System’s industrial IoT page features a message from Flordelyn Ruiz on behalf of Advantech alongside its World Partner Conference story in Taiwan.
- Business focus
- Develop a technology partnership around industrial IoT and customer solutions.
- Partner development
- Commercial and technical collaboration with Integral System around industrial IoT solutions and joint business opportunities.
- Collaboration in practice
- The public examples below show the partnership’s WISE-IoT, SaaS and PHM activities.
Industrial IoT innovation in France
The Advantech and Integral System partnership connects industrial IoT, WISE-IoT solutions and the partner’s journey toward a SaaS business model.
View partnership publicationCo-creation in France
A look at the Integral System relationship, Premier Partner development and its deployment of a PHM iFactory solution in France.
- Partner development
- Partner development and collaboration around industrial solutions and customer opportunities.
- Results & outcomes
- A PHM iFactory deployment in France, described in the collaboration publication.
See the original publication for the project context.
View the collaborationConnecting the partner ecosystem
Event publications bring together the wider technology and channel ecosystem—including NVIDIA, AWS, Orange and TechData—with opportunities for partners to connect across business and technology.
- Partner development
- Development of an integrated hardware and software partner ecosystem and a collaboration framework for cross-partner solutions and business opportunities.
- Collaboration in practice
- Alignment of partner capabilities with customer needs through coordinated commercial and technical collaboration.
Explore the public event examples.
A partnership built to grow
Collaboration with the Factory Systemes team through partner kick-offs and business discussions. The 2023 kick-off publication recognises the team’s reported 40% growth in 2022 and looks ahead to further joint opportunities.
LET’S START A CONVERSATION
What would you
like to build?
Tell me about your channel challenge, consulting project or hiring opportunity.
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