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Gartner Expert
Anne McClelland
Sr Director Analyst
Anne McClelland primarily covers the Go-to-Market Design Key Initiative in the Gartner Sales research practice. Ms. McClelland is also able to cover "all things partner channel" across additional Key Initiatives, including (Partner) Sales Talent Management, Partner Sales Operations & Enablement, and CSO Partner Sales Leadership Effectiveness. She is able to assist clients with the dynamics of partner engagement across the full customer lifecycle, from design of the partner strategy (channels, alliances, embedded, cosell, affiliate), partner profiling and selection, partner onboarding, partner relationship management and governance, partner program creation, metrics and KPIs, incentive structures, partner enablement, partner services offer creation and partner success. Ms. McClelland helps clients assess their existing partner programs and can give input regarding opportunities for modernization and improved partner outcomes. Ms. McClelland has a breadth of knowledge in sales excellence and driving incremental revenue from innovative sources, as well as leveraging outcome-based sales techniques to assist clients in taking sales conversations to the next level of value with prospects.
Previous experience
Anne has had a rich career in the technology industry, holding global roles that spanned partner sales and alliances, business development, marketing, and quality management with large Fortune 500 companies. The majority of her career has been in the partner channel ecosystem, building successful partner channels, alliances, and ecosystems from the ground up, primarily in annual recurring revenue models. Much of her experience has been in vertical industry sales and business development, and specifically developing solutions sales and marketing teams that result in higher yield closed booked sales per client. Anne has been engaged to consult in high-profile CEO-level business transformation efforts resulting in major strategic shifts in business models, partnerships and acquisitions.
Anne McClelland is an accomplished go-to-market and partner channel optimization expert with over two decades of experience driving global business transformation across leading technology companies. Throughout her distinguished career, Anne has held senior leadership positions at major technology companies, including Microsoft, IBM, Cisco Systems, Red Hat, and SS&C Blue Prism, where her expertise in transforming business models and building high-performance teams has consistently delivered exceptional results.
At the Technology & Services Industry Association (TSIA), Anne pioneered the thought leadership and advisory services business for SaaS partner channel optimization, building it from the ground up into a multi-million-dollar ARR operation serving major technology vendors. Her strategic vision has driven remarkable achievements across multiple organizations: she spearheaded Blue Prism’s AI and RPA technology alliance partnership program, including the successful launch of their Digital Exchange marketplace, and at Red Hat, she built the global strategic alliance team that generated over $80M in annual recurring revenue through strategic partnerships.
Professional background
AMM Services, President, 2 years
Cisco Systems, Managing Director, Business Transformation, 2 years
IBM, Director, Distribution Channels Management, 21 years
Microsoft , Sr. Director, Global Industry Partners, 5 years
Red Hat, Sr. Director, Global Business Development, 5 years
SS&C Blue Prism, VP, Global Partners, 2 years
Technology & Services Industry Association, VP, Research, 4 years
Areas of coverage
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Sales Operations and Enablement
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Sales Talent Management
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Demonstrate Value and Collaborate With Business Partners
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CSO Effectiveness
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Go-to-Market Design
Education
Bachelor of Music, Grove City College
Top Issues That I Help Clients Address
* Design, Execution and Audit of Partner Channel Strategy
* Metrics, KPIs and Incentives for Partner Channel Success
* Design and Execution of Partner Channel Program and Enablement
* Partner Sales Leadership - Partner Account Manager Talent Management and Development
* Partner Relationship Management and Governance