Scaling Through Partners: How Indirect Sales Accelerate B2B Growth

As B2B companies scale, direct sales alone is often not enough. Resellers, distributors, cloud marketplaces, and strategic partners play a critical role in accelerating growth, entering new markets, and increasing deal velocity.

In this TechConnect panel discussion, experienced sales and go-to-market leaders will share real-world insights on how indirect sales and partner-led growth models work in practice - what scales well, what breaks, and how to build successful partner ecosystems.

We'll explore:

• When indirect sales makes sense (and when it doesn’t)
• How to build and enable strong reseller and partner networks
• Common mistakes in partner-led growth
• The role of cloud providers, consultancies, and ISV partnerships
• How indirect sales supports international expansion and enterprise deals

This session is highly relevant for sales leaders, founders, GTM managers, partnership managers, and product leaders working in B2B tech.

Panel Speakers

Denys Golovatiuk - Senior Sales Leader – Digital Business, Northern Europe, Cloudflare

Former AWS Startups Sales Leader for Nordics, Benelux & Baltics. Denys brings deep experience in scaling cloud and SaaS businesses through partner ecosystems and enterprise channels.

Andreea-Ioana Mares - Head of Go-To-Market, YourBI

Former Senior Partner Development Manager at Microsoft (ISV). Andreea has extensive experience building and scaling partner programs, ISV ecosystems, and co-selling models.

Mykhaylo Khrystenko - Cyber | Cloud & Emerging Technologies Lead | Director, Deloitte

Mykhaylo works closely with enterprises and technology partners on cloud, cybersecurity, and emerging tech strategies, offering a consulting and ecosystem perspective on partner-led growth.

Moderator:

Uliana Matyashovska - Founder of TechConnect Almere, GTM & growth strategist.

Event Agenda

17:45 – Doors open & welcome drinks

18:00 – TechConnect introduction

18:15 – Opening words by Enreach

18:30 – Panel discussion

19:30 – Networking & drinks

Why Attend?

• Learn from leaders who have built and scaled indirect sales models globally
• Understand how partners accelerate enterprise and international growth
• Exchange insights with peers working in sales, GTM, and partnerships
• Connect with the local tech and business community in Almere