How To Work With

The Channel Team

Phillip Clay
Sr. Director of Commerical Channels
Q1, 2020
Learning Objectives
After completing this course you will be able to:

Articulate UiPath’s Channel Coverage Model

Know what resources are available

Explain what a good joint practice looks like with UiPath

Describe some best practices with working with UiPath

Know the answers to our most common questions

Before I Begin…

Thank you!
Channel For UiPath Means…
• Being an extension of our team
• Representing our solution just as well as an internal employee
• Having a successful business that is growing and profitable
• Providing the right resources to meet your goals
UiPath Coverage Model

National and
GSI’s Self-Serve
Focus Partners
How We Categorize
• The ability to reach and support customers – Regionally,
Nationally, and Globally
• Investments made and the maturity around RPA
• Specific expertise and area of focus – This including verticals and
technologies - Microsoft, SAP, Etc.
• Ability to drive meaningful pipeline and revenue
• Provide an incredible customer experience
UiPath Coverage Model
GSI’s National and Self-Serve
Focus Partners
• GSI’s meet all the • Meets all the mentioned • Are partners interested in
mentioned requirements building an RPA practice
requirements • Made a large upfront • Smaller Footprint
• Specialized
• Made a large upfront investment and have a
• Still have access to
investment and have a very mature RPA resources
very mature RPA practice
practice • Smaller and specialized
UiPath Coverage Model
GSI’s National and Self-Serve
Focus Partners

Sales

Regions Regions Regions

AE AE AE AE AE AE AE AE AE
Resources
Partner Portal

Sign-up Here:
https://uipath.zinfi.net/
Other Resources

Partner Program Guide Docs.uipath.com Uipath.com

Deal Registration
Building a Joint Practice
UiPath Sales

UiPath Advanced Developer

UiPath Certified Developer

Infrastructure Engineer

Solution Architect
Professional Services
Implementation Manager

Business Analyst
Business Plans
What are the desired outcomes?

How are we going to meet those goals?

What resources are needed?

When will each of those milestones be complete?

What market segment are you going to focus on?

How do you plan to deliver?

What is going to separate you from your competitors?

And more
Profile
Regions Covered: Resources: Market Segment:
• Northwest # of RPA Developers • Commercial
• Southwest # of Business Analysts • Enterprise
• Mid-West # of RPA Designers • SLED

Alliance Technologies: Practice Focus:

• Microsoft • Corporate Finance and Accounting
• SAP • Healthcare
• Salesforce • Business process optimization
Best Practices
Over communicate

Schedule regular cadence with your UiPath AE’s

Register opportunities early as possible

Provide your customers everything they need to make the right decision

Keep up to date on our product and offerings

Common Questions

What if I am a new partner and need more help

establishing my practice?
Common Questions

I don’t know who my rep is, or the rep will not get
back to me about an account?
Common Questions

I submitted a deal registration and it was

declined?
Common Questions

Do you sell Direct?

Common Questions

So you can sell direct how do I know you are not

going to take my deal direct?
Common Questions

We want to run a joint campaign can you help?

Common Questions

Our technical people need more training?

Resources
Partner Portal Product Info Questions News
Starting Place for Documentation around Catch all for partner Blog posts, public
everything around our our product. Release requests. Who is my rep, announcements, and
partner program notes, technical details, need help. etc. events.
etc.

https://uipath.zinfi.net/ https://docs.uipath.com [email protected] https://www.uipath.com

/newsroom
Thank you

Phillip Clay

UiPath Confidential and Proprietary. UiPath and UiPath Partner Internal Use Only.

© UiPath, Inc. All rights reserved. Information herein is subject to change without notice.