Remco van Dijk - The benefits of an entrepreneurial channel mindset

Episode notes

In this episode of Partnerships Unraveled , we sit down with Remco van Dijk, Channel Leader for Northern Europe at Varonis. Remco joined Varonis to build the Northern European channel from the ground up. Remco opens with what the scale-up feeling inside a 20-year-old company actually looks like in practice. With no dedicated sales teams across Scandinavia and Finland when he arrived, the first task was building focus: fewer partners, deeper relationships, more business per partner. He explains how the right partner model depends on the product as much as the market. Varonis's data security platform suits a high-touch, co-sell approach. Interceptor, their email security solution, could support a distributor-led model with a far broader reseller base. His advice for any new channel leader: resist the urge to apply a familiar playbook. Start by listening, ask what partners need, and never be the “department of no” when a partner asks for something new. Cultural nuance shapes how that plays out across Northern Europe. In Sweden, partners often act as trusted advisors. If they haven't heard of Varonis, deals could stall before they start.

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