Strategic go-to-market architecture and partner marketing for B2B technology companies.
Strategic go-to-market architecture and partner marketing for B2B technology companies.
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Delivering Award Winning Marketing and Sales Programs
Delivering Award Winning Marketing and Sales Programs
Hi, I’m Shaun Martinez, Co-Founder of ExSailIQ 360° and former senior GTM partner program lead at The Channel Company—home of CRN.
I spent 15 years across financial services and B2B technology—with the last 5 years building GTM operations, partner marketing strategies, and driving scale and RevOps for Fortune 100 technology enterprises and marketing agencies, as well as activating 100+ partner ecosystems.
As a strategic management consulting partner and GTM systems integrator, I work intimately with founders and technology business leaders like you to help them build market and sales pipeline, scale their revenue, and close deals. I also work with leaders to strengthen their business foundation and infrastructure, so that their business hits financial targets, runs well, and is prepared for its next stage of growth.
360° ALIGNMENT
GTM systems that create clarity, alignment, and repeatable execution across your entire organization.
360° ACTIVATION
Partner marketing strategy that expands reach, drives co-sell programs, and unlocks your next stage of growth.
360° GROWTH
Hands-on operational leadership that turns complexity into actionable programs with measurable outcomes.
We don't just advise. We build — and we build things you own, operate, and scale with us, or, independently.
WHO WE PARTNER WITH
WHO WE PARTNER WITH
Managed Service Providers and the Channel
Managed Service Providers and the Channel
Managed Services Providers (MSPs) and strategic channel partners driving pipeline, revenue, and ecosystem growth with and through partners.
You're a Technology Company Leader Who...
Signed partnerships with AWS, Microsoft, Google Cloud, or software vendors
Has marketing dollars from partners sitting unused or expiring
Needs to activate ISV partnerships, channel programs, or marketplace strategies
Wants to compete systematically without enterprise-scale budgets
Is watching peer MSPs win deals with partners while your sales team still doesn't know how to sell with them
Sees AI compressing your tier-one margins and knows partnership-sourced revenue needs to replace it
What I Deliver:
Strategic marketing consulting that transforms your partnerships from "signed agreements collecting dust" into systematic revenue drivers—using the frameworks that generated $220M+ in validated pipeline at Amazon Web Services. Accelerated activation. Playbooks your team owns. Marketing development funds (MDF) or business development funds (BDF) you utilize.
Your Challenges:
Partnership activation takes 18+ months
Marketing money expires unused (industry average: 20-50% utilization)
ISV/channel partnerships produce minimal to no co-sell pipeline, signed agreemetns, and revenue
No systematic frameworks to activate AWS/Azure/GCP relationships
Sales teams don't know how to sell with partners
What You Get:
Partnership and GTM activation and actual pipeline production in 6 months or less
90%+ business development fund utilization
Step-by-step playbooks your team owns
Cloud Marketplace strategies - including private offer frameworks for MSPs and channel partners selling through a marketplace
Campaign systems that generate richand well-aligned partner-sourced leads, properly attributed and documented
We help teams align faster, launch quickly, and scale results. Explore our Technology Marketing Services to see where we can help most → → →
Scaling and Sprouting Founders
Scaling and Sprouting Founders
Business Owners looking to increase the revenue that flows into their business and establish an effective marketing and sales operating system.
Profile 1: Established Founder Ready to Scale
You've built a solid business. Your foundational infrastructure is in place. You're generating revenue. But now you're hitting growth ceilings:
You need to increase client engagement and revenue flow
You want to position yourself as the leading authority in your space
You need to upskill your team and expand service capabilities
You want help closing deals more effectively and faster
You need an extra set of expert hands who understands multiple specializations
What I Deliver:
Strategic marketing operations and business development systems that help you win more clients, command higher fees, and scale without burning out.
Your Challenges:
Competing on price instead of value
Inconsistent lead flow and revenue
No systematic client acquisition process
Marketing feels scattered and ineffective
Can't articulate your unique positioning clearly
Struggling to scale beyond you as the rainmaker
What You Get:
Strategic positioning that commands premium pricing
Content marketing systems that generate consistent leads
Partnership strategies to expand your reach
Operational frameworks that create client independence (not dependency)
Business development playbooks your team can execute
Explore our Founder Services to see how we help your firm become the business that your teams are energized to build, and that old, new, and prospecting clients trust, budget for, and insist on working with → → →
Profile 2: Sprouting Founder Building Foundations
You're early-stage but serious about growth—in business and lifestyle. You've identified bottlenecks preventing you from scaling:
You're stuck in the weeds doing everything yourself
Your client experience is inconsistent or undefined
You lack systems that would let you step back
You want a fulfilling business that doesn't burn you out
You need to transform how your team operates
What I Deliver:
Foundational business operations design and client experience frameworks that let you work ON your business, not just IN it.
Your Challenges:
No documented processes or systems
Revenue is inconsistent month-to-month
Can't delegate because nothing is systematized
Client experience is reactive, not designed
Marketing happens when you have time (never)
Growth feels chaotic instead of sustainable
What You Get:
Client experience operating models (from inquiry to delivery to renewal)
Documented processes your team can follow
Marketing systems that run without you
Revenue-generating frameworks that scale
Business infrastructure that creates freedom
Explore our Founder Services to see how we help your firm become the business that your teams are energized to build, and that old, new, and prospecting clients trust, budget for, and insist on working with → → →
Supporting MSPs through structured business maturity frameworks
Supporting MSPs through structured business maturity frameworks
We are an Elite Marketplace Partner within the MSP Business Growth Marketplace, aligned with MSPs based on revenue classification, business maturity level, and strategic growth objectives. Explore how MSPs are matched with stage-aligned experts across the 8 Key Operational Focus Areas.
ExSailIQ 360° Services are available on the Biz Advisory Board MSP Business Growth Marketplace.
GTM Activation at Any Scale
GTM Activation at Any Scale
Accelerate revenue production with a proven GTM Activation model.
Accelerate revenue production with a proven GTM Activation model.
TRUSTED BY
TRUSTED BY
See what partners say.
See what partners say.
"Shaun is an outstanding B2B product and partner marketing professional. She brings razor sharp content strategy, nuanced positioning, market intelligence, and stellar project management to her work."
Debra Webb - Senior Manager, Global Partner Marketing - GSIs at Zscaler
"Shaun is an incredibly smart and well-rounded leader. Our team has leaned on her expertise in partner strategy, and she's been a willing collaborator, bringing fresh ideas to every project. Shaun does her research and leads strategic, forward-looking, and thoughtful conversations. She knows how to build successful programs and brings tremendous value to any team."
Morgan Milner Padrnos - Senior Marketing Consultant at The Channel Company (TCC)
"I’ve had the pleasure of working closely with Shaun Martinez for the past five years, and I can confidently say she is one of the most effective and thoughtful leaders I’ve collaborated with.
Shaun has an exceptional ability to guide teams through complex projects and GTM programs with clarity and purpose.
She consistently provides clear strategic direction while remaining approachable and open to discussion, a balance that is not easy to achieve.
What stands out most is how efficiently and collaboratively she works. She brings people together, ensures alignment, and keeps teams focused on meaningful outcomes.
Shaun is a dependable and inspiring leader, and I would highly recommend her to any organization or business looking for a strategic partner who can combine vision, clarity, and execution to drive real results."
Riwanki Wahlang - Senior Graphic Designer at Chillibreeze
"I had the pleasure of working alongside Shaun for five years, and I can say without hesitation that she's one of the most dependable and talented colleagues I've ever had.
Shaun has this remarkable ability to jump into any situation and immediately add value. I lost count of how many times she stepped up to review content & messaging and transformed them with minimal direction. She has an eye for quality and the initiative to act on it, which made her invaluable to our team.
Beyond her technical skills, Shaun is an exceptional project manager. She's skilled at handling complex, multi-deliverable workstreams with a calm professionalism that made her project teams feel heard and supported. Her ability to keep everything on track while maintaining strong client relationships is truly a rare combination.
Any organization would be lucky to work with Shaun. She brings not just skills, but a collaborative spirit and work ethic that elevates everyone around her."
Carolyn Fordyce - Business Program Manager, Market Development at Microsoft
"I had the privilege of working with Shaun at The Channel Company, during which we were both Senior Consultants. Throughout my career, I’ve had the pleasure of working with numerous professionals, but Shaun stands out as one of the most collaborative and effective colleagues I’ve encountered. Shaun’s exceptional abilities in key areas such as go-to-market (GTM) strategy, program management, client relationships, and business development exceeded the expected competencies of her role.
Her relentless pursuit of excellence and her ability to inspire and lead made her an indispensable asset to our team. Shaun’s proactive approach to resolving uncertainties in her work is a testament to her bias towards action, making her an indispensable asset. Her reliability, meticulous attention to detail, adaptability, and outstanding communication skills make her not only a valuable team member but also a delightful colleague to work with.
Shaun, the sky is truly the limit for you. I am confident that Shaun will bring the same level of professionalism and skill to any endeavor she undertakes, and I wholeheartedly recommend her without reservation."
Colleen Burin - Senior Consultant & Program Manager | Process Optimization | Content Strategy at The Channel Company (TCC)
See them on LinkedIn!
ExSailIQ on LinkedIn
If you'd like to explore how we can support you, please reach out via shaun@exsailiq360.com and we will get back with you asap.
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