Gartner Expert

Igor Marchal

Sr Director Analyst

Igor Marchal is a Senior Director Analyst covering go-to-market strategies for small to medium sized technology companies. Mr. Marchal specializes in advising technology vendors on how to build effective B2B channels and partner ecosystems. As a part of the Tech CEO team, he delivers actionable, objective insight to executives and their teams.

Mr. Marchal's advice is based on 28 years of experience in highly international environments, with service and software enterprises and startups, in C-level vendor and sales management positions, addressing channels and partnering, strategy consulting, operations, new product launch and scaling enablement.

Previous experience

Prior to joining Gartner, Mr. Marchal served at the board of Europe-based startups Digitrips, Dohop and In these roles, he was responsible for sales, business development, operations, and M&A including international expansion.

Prior to those roles, Mr. Marchal's experience included seven years at Expedia Group, where he sourced and managed a global portfolio of travel and technology partners. While at Expedia, his experience included product development and innovation, new services launch, and post-merger integrations.

Professional background

Expedia Group

Director, Global Procurement and Partnerships


Director, Supplier Management and Product Marketing

Chief Operating Officer

Areas of coverage

Corporate Development and Growth Strategy for Tech CEOs

Go-to-Market Strategy


Executive MBA, IAE (Aix-Marseille University)

Bachelor in International Business, IEMC

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Top Issues That I Help Clients Address

1Channel, Partnering and Alliance Strategies and Programs

2Partner program optimization

3How to select Partners

4Growth Strategies for Tech CEOs

5Geographic Expansion