“I began working for pega in 2020 with a big objective. Transforming their Partner Ecosystem from being just delivery to being a full Build, sell, Delivery ecosystem. As usually happens in Corporations, there was no budget assigned, just a small Sales team”. Carola Cazenave, former Channel Chief at Pega.
Five years ago, Carola Cazenave was Channel Chief at Pega. She had a big objective and a small team: move from a partner ecosystem focused only on delivery to one that also built pipeline and sold together with those partners.As usual, the challenge was how you transform while keeping the day to day working with no extra budget.
Carola did something simple: instead of replacing a role that had become vacant, she proposed turning that headcount into budget and using it to bring in external people right away.The CFO approved the proposal. With that, Carola built a small team working on sales operations, data analytics, and building the partner program from the ground up. Among them were Patricio Quety , who leads CoE on Demand today, Pablo Hanono who is the Partner Program manager today and 1 Analytics & Operations team. With 1 headcount she hired COE on Demand and got 2 senior experts and a Junior sales operations. That group became fully embedded in Pega’s day to day partner program and operations, supporting regional leaders with processes, data and execution.
Five years later, COE on Demand is still working with Pega. The relationship grew over time, with CoE people who moved up within the company and with Pega adding more resources as the team proved its results. It’s the clearest proof that the model works: when the fit is right, the relationship deepens instead of ending