The Channel Zone Podcast - #2-010 with Roy Ferrari of HCLTech
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The Channel Zone Podcast - #2-010 with Roy Ferrari of HCLTech
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In this episode, Mark Edwards sits down with Roy Ferrari, SAP GTM Lead at HCLTech, for a wide-ranging conversation on what it takes to build a billion-pound partnership in the modern enterprise tech landscape. Roy shares insights from the recent SAP Sapphire event in Madrid, the importance of face-to-face interaction in today’s digital-first world, and HCLTech’s evolution from a systems integrator to a strategic SAP partner.
They dig into the rise of AI in sales—from proposal automation to RFP response generation—and what that means for the future of the sales profession. Roy also offers a candid take on the declining quality of sales qualification, the over-reliance on relationships, and why understanding the decision-making ecosystem is more important than ever.
Key Questions Explored:
- What is the role of a go-to-market lead in tech partnerships?
- How is AI reshaping the sales process?
- Why are in-person meetings still critical in an age of automation?
Whether you're in enterprise sales, partnerships, or tech strategy, this episode delivers valuable lessons on adaptation, alignment, and authenticity in modern selling.