Gartner Expert

Mark Paine

VP, Team Manager

Mark Paine is a Research Director within the Product Marketer team (Cross-Market/Product sub-team). His focus is route to market selection, global and regional channel strategy, channel programs, through and to partner marketing, partner ecosystems and channel sales enablement.

Previous experience

From 1992 through 2010, Mr. Paine carried out a variety of channel sales roles within Microsoft, including managing some of the largest U.K. channel partners before leading Partner Strategy and Programs for the Western European region. Responsibilities included driving Western European partner enablement, retention and recruitment across the 12 European countries, as well as developing advanced capacity planning methods to forecast channel requirements to meet regional business development objectives.

Prior to joining Gartner in 2013, Mr. Paine fulfilled a number of advisory and consulting roles for channel businesses within the Unified Communication, Business Intelligence and Systems Integrator sectors and was also Account Director at a sales and marketing consulting services company, assisting the channel to grow sales, increase market share and build new services.

Before his years in Microsoft, he worked at Olivetti and Marconi (part of GEC) in product marketing and IT implementation, respectively.

Professional background

ResourceiT Consulting

Alliances Director


Partner Strategy and Programs Director - Western Europe


Product Manager

Areas of coverage

Marketing and Sales Execution for Tech CEOs

Go-to-Market Strategy

Messaging and Differentiation

Technology Market Essentials

Technology Marketing Effectiveness (retired)


Bachelor of Science, Nautical Studies, With Honors

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Top Issues That I Help Clients Address

1Building or optimizing channel partner programs

2Route to market assessment

3Partner marketing approaches and strategies

4Creating a compelling proposition to recruit partners

5Building partner ecosystems