Kevin Dunn
VP, Bi & Data and Analytics Channels @insightsoftware
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WORK HISTORY
VP, Bi & Data and Analytics Channels @insightsoftware
San Francisco, CA, US
Brought in to build a partner revenue engine from scratch for a dual BI and Data & Analytics organization. The challenge: zero partner-sourced pipeline, no structured hyperscaler relationships, and no repeatable co-sell motion:Deployed my 90-day partner activation framework with Google Cloud, AWS, Snowflake, Databricks, and Cloudera—establishing executive steering committees, joint business plans, co-sell incentive models, and field enablement playbooks:→ Took partner-sourced pipeline from $0 to $3M in 180 days→ First $100K+ partner deal closed in Q4 2023→ First $250K+ partner deal closed in Q3 2024→ Delivered 107% of FY23 ACV plan ($870K) and 118% of FY24 ($1.4M)→ Recruited 25 net-new partners and signed 3 hyperscaler-led solution providers within 180 days→ Reduced partner ramp time by 40% through GTM alignment across Marketing, Sales, and Product :• Introduced vertical-specific solution selling and MEDDIC framework to increase partner pipeline quality• Built product cross-selling motion that expanded deal sizes by 30%+• Created executive governance model with quarterly business reviews and performance dashboards
EDUCATION
San José State University
BS, Psychology
SKILLS
ABOUT KEVIN DUNN
400M+ in career partner-sourced bookings• Built global partner programs from scratch and re-built to better align with new GTM strategies• Pioneer of MSP partner programs (Mercury, and hyperscaler co-sell engines (Oracle, 2020s)• CRN Channel Chief | Multiple Chairman\'s & President\'s Club honors• Deep network across Databricks, Snowflake, Google Cloud, AWS, Microsoft, Accenture, Deloitte, EY, Wipro, TataTech stack I use: Crossbeam, Impartner, Allbound, PartnerTap, SalesforceMost companies sign big partners (AWS, Snowflake, Google), do a press release, maybe a webinar, and then wait for the revenue to roll in.Six months later, they\'re wondering why their \"strategic partnership\" has generated $0 pipeline. Here\'s what I do:$0-to-Pipeline Partner Activation (90 days)Most companies treat partnership signing as the finish line. I treat it as day one. I deploy a structured framework: joint business planning with mutual success metrics, co-sell infrastructure (deal reg, incentives, field enablement), market activation (solution briefs, co-marketing, POC labs), and quarterly governance that holds both teams accountable.At InsightSoftware, I took partner pipeline from $0 to $3M in 180 days. First $100K+ partner deal closed in Q4 2023. First $250K deal in Q3 2024. Delivered 118% of plan in FY24.Strategic Partner RationalizationIf you have 50 \"strategic partners\" and 5 are producing revenue, you have partner bloat. I use a data-driven tiering methodology to identify top performers, sunset non-producers, and concentrate resources where they\'ll drive results.At SugarCRM, I rationalized 500 legacy partners down to 220 top performers and drove $126M in incremental partner revenue over 3 years. 42% partner-sourced growth in FY17.Vertical Solution Selling for PartnersPartners don\'t want to sell your complex platform. They want easy-to-sell packages they can take to their existing clients. I productize core offerings into vertical-specific solutions with the enablement, collateral, and demo environments partners need to win.At TIBCO, I created vertical solutions and roadshows that drove $60M+ in indirect pipeline over 5 years.
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