GoTo proactively seeks to continue improving its channel and product offerings

Yvette McEnearney 
Senior Director – Channel Sales, APAC - GoTo 

To expand our reach and better serve a wider clientele, GoTo is harnessing the networks and customer bases of strategic partners like Technobind and Ingram Micro. This is helping extend GoTo’s impact beyond large enterprises to include SMEs. 

GoTo is a channel-first company. Channel partners, from distributors, resellers, system integrators, and other technology partners, play a pivotal role in shaping our business strategy. Their efforts are instrumental in navigating the markets that we tap into. To help our partners reap business benefits, we establish a dedicated support system for them. We have specialised partner managers, pre-sales, and operations teams who work directly with our partner organisations to address their most pressing concerns, enabling them to develop their businesses with our solution offerings.  

Last year, we launched GoTo Resolve for Managed Service Providers (MSPs), a specific option of our flagship product GoTo Resolve tailored to help our partners offer their clients frictionless and secure IT support and enable them to exceed customer expectations. In India, we witnessed 60% growth in channel partner revenue along with 20% growth in new customers year on year, including Gujarat Fluorochemicals Limited, Suzlon, Shahi Exports. The customers we cater to are widespread across sectors like Banking, Financial Services and Insurance (BFSI), Information Technology Enabled Services (ITES), Business Process Outsourcing (BPO), Higher Education, and Healthcare. We believe this is a testament to our robust IT portfolio and the dedicated efforts of all our channel partners in delivering customer excellence.  

GoTo proactively seeks expansion opportunities in India and SAARC region, with a clear emphasis on improving our channel and product offerings. Through customising marketing campaigns and optimising our visibility, our aim is to boost demand and sales for our partners.  

GoTo’s Partner Network program is structured with tier-levels and performance-based bonuses. We also offer upfront payments, residual commissions, and lucrative incentives for every type of partnership. Alongside providing adaptable pricing and subscription options that enable our partners to sell GoTo’s solutions, we actively engage in research and surveys to gain deeper insights into the evolving requirements and preferences of remote and hybrid professionals.  

A core part of driving channel business model is to ensure our customers benefit from product expertise and local market knowledge and support given by our trained partners, thanks to our partner-first strategy.