Oliver Gorges, ITscope

Oliver Gorges, director of sales and marketing at ITscope is a highly respected figure in the German-speaking IT industry.

His extensive experience and expertise in sales and marketing have established him as an effective leader in the channel.

In his tenure at Tech Data Germany, Oliver focused specifically on the small and medium-sized business (SMB) sector as the sales director, where he played a crucial role in the company's expansion.

He later transitioned to cop software, maintaining his influential role until its integration with ITscope.

Since 2020, he has been a key member of the ITscope team, significantly driving the company's growth and success in the IT sector. ITscope, primarily active in the DACH region, is not limited to these areas.

The company also serves clients in other countries, expanding its influence as a leading trade platform for the channel. ITscope simplifies digital processes for an array of customers, including system houses, resellers, distributors, manufacturers, and notably, Buying Groups an area where Gorges has particular expertise.

Gorges has demonstrated exceptional skill in navigating the complexities of channel dynamics. His commitment to fostering robust partner relationships has made him a central figure in the industry. His deep insights into channel development and partner management reflect a nuanced understanding of the challenges and opportunities within the IT market.

Oliver Gorges' career is a testament to his dedication to excellence in channel management. He possesses a profound grasp of the IT sector, particularly the market dynamics in the DACH region and beyond, making him a distinguished professional in the field.

Number of years in current role:

A month

Number of years in current company:

4

Number of years involved in indirect sales:

23

Reporting to:

Benjamin Mund, CEO

Does this person report to the CEO?

Yes

What percentage of your sales come through the channel?

100 per cent.

Describe your personal channel philosophy.

Channel management? Think 'plug 'n play e-commerce', totally dialled into the IT channel. Picture this: e-procurement not as a chore, but a slick, seamless affair. It's all about hooking up purchasing and sales in a way that's as easy as streaming your favourite tune.

We're talking digital sales and process optimization that feel like a breeze. My mantra is about making digital tools the superheroes of the channel world. They're here to turbocharge our partners' agility and smarts, making adapting to market shifts and customer wants not just possible, but downright fun.

What were yours and your organisation's biggest channel accomplishments over the past year?

In the past year, I engaged with the channel community at industry events and focused on E-Procurement integration and partner experience enhancements, boosting sales and efficiency. It highlights that business thrives on human connections, and my dedication to building strong channel relationships has driven our collective success.

The company achieved 1st place connect professional Channel Champions 2022, category Software.

How is your company working to build equity and inclusion in the channel?

In my role as channel chief, I prioritise equity and inclusion in the channel community, as I believe that business is fundamentally about human connections.

I actively promote diversity and equal opportunities by encouraging diverse partnerships, emphasising the value of humanity, and holding both our organisation and partners accountable for fostering equity and inclusion.

At ITscope, we recognise the importance of humanity in business. We foster equity and inclusion by promoting diversity, maintaining an open-minded approach, and ensuring a non-discriminatory environment. These principles guide our efforts to build an inclusive and welcoming channel community.

How is your organisation's market development strategy (MDF) changing this year?

Our organisation's strategy around channel Market Development Funds (MDF) is evolving slightly in 2024 compared to the previous year.

What are your top channel goals for 2024?

Add more qualified partners, increase partners' customer satisfaction ratings and improve partner profitability.

What were the key partner investments made over the past year?

Partnership with comTeam and partnership with Compass ITscope Partner Programme.