By Will Morey, Business Director at Gamma Business
In this blog, Will Morey discusses:
- What partners are telling us regarding relationships and the market.
- How Gamma acts on partner insights.
- Why partner experience is more than just a project.
One of the things I care most about is making sure our partners genuinely have a voice in how we shape our business.
That’s what partner experience (PX) is for us. At its simplest, PX is our way of making sure there is always a seat at the boardroom table for our channel partners.
Over the past year, I’ve been having, and listening to, a series of in-depth partner experience conversations. These aren’t surveys or account reviews. They’re honest discussions about what it really feels like to work with us, what helps you win and where we can do better.
We don’t treat these as one-off conversations. We ingest the insight into our Snowflake AI platform. That way, we can look at everything together, spot patterns at scale and understand what partners are consistently telling us.
It’s never about what we hear the loudest.
That insight is reviewed regularly by our Executive Committee and, recently, I presented it to the PLC board. It’s a strong input into our channel strategy and helps ensure decisions are grounded in real partner experience rather than assumptions.
What partners are telling us
The message coming through is actually very balanced.
Partners tell us relationships with Gamma are strong and collaborative. That matters, and we don’t take it for granted. At the same time, the market is moving fast and partners are increasingly selective about where they place growth.
Speed, simplicity and confidence at the point of sale make a real difference. Where propositions are clear, competitive and easy to deliver, partners continue to see momentum, particularly around Webex for Gamma and vertical led opportunities.
There are also clear areas where we need to keep improving. Connectivity, migration experience and commercial agility come up consistently, especially as SMB customers become more price sensitive and time constrained.
Reducing friction isn’t a nice-to-have. It directly affects your ability to win.
How this shapes what we do
The reason PX matters is because it changes behaviour.
The feedback coming through partner conversations directly influences where we focus effort and investment. Gamma Edge exists because partners told us migration risk was holding them back.
Greater commercial flexibility exists because partners told us speed now wins deals. Our portfolio and connectivity roadmap is shaped by where partners told us confidence and competitiveness matter most.
We’re responding to consistent, evidence-based insight.
An ongoing conversation
PX is an ongoing conversation, rather than just a project.
By combining direct partner conversations with AI-driven insight, we can see how experience evolves over time and whether the changes we make are actually landing.
Just as importantly, this isn’t owned by one team. Our entire leadership team is speaking directly with partners about PX. That’s how the seat at the table stays real, not symbolic.
An invitation
If you’re invited to take part in a PX conversation, I’d really encourage you to say yes. These discussions genuinely shape how we think and how we act.
If you haven’t yet been invited, there will be more opportunities as the programme continues. We want a broad and honest view of partner experience.
Partner experience, for me, is about listening properly and acting consistently. It’s how we make sure our channel partners are part of the room when decisions are made.