Duncan Robertson
Partner EcoSystems, Strategy & Operations
Summary
- Strategic partner operations leader with 15+ years in SaaS channel programs, partner ecosystems, and go-to-market strategy — consistently delivering data-driven insights that shape executive decision-making.
- Trusted advisor to Channel Chiefs and Geo Leaders across AMER, EMEA, and APAC, translating complex performance data into unvarnished analysis that drives territory, compensation, and investment strategy.
- Expert BI architect and data storyteller — Salesforce, Tableau, and SQL — transforming manual reporting into automated real-time dashboards that empower 40+ cross-functional leaders.
- Proven partner program designer with a hands-on record of building and scaling global programs from the ground up, including the Riverbed RISE program: 1,250+ partners, $900M in revenue, and a 5-star CRN rating.
- Cross-functional relationship builder who keeps channel initiatives prioritized across sales, finance, marketing, and IT — delivering material impact on revenue, retention, and operational efficiency.
Expertise
Channel Operations
Partner Programs
Salesforce
Tableau
SQL
BI & Data Storytelling
GTM Strategy
Revenue Operations
Program Design
Web & Brand Design
Professional Experience
Partner Operations Consultants
Principal · December 2024 – Present · Denver, CO
Bespoke SaaS operations consulting practice specializing in partner/channel operations, revenue optimization, and go-to-market strategy.
- Founded practice to address the need for bespoke SaaS operations expertise, developing individualized approaches to each client's specific revenue, channel, and operational challenges.
- Developed comprehensive MRR analysis system, transforming subscription data into interactive executive dashboards modeling renewal scenarios and retention projections for data-driven churn reduction.
- Provided strategic business development consultation for Filama, a MENA region independent film streaming platform, in collaboration with a Hanoi-based marketing intelligence firm.
HashiCorp
Senior Manager, Worldwide Channel Operations · 2021 – 2023 · Denver, CO
Managed analytics and operations strategy for a $10M quarterly partner ecosystem (800+ partners and Cloud Marketplaces), serving as trusted advisor to the Channel Chief and Channel Geo Leaders across AMER, EMEA, and APAC.
- Led in-depth weekly business reviews with global Channel Sales and Partner Sales Engineering leaders — delivering granular analysis of team performance, pipeline health, and revenue attainment; recommendations shaped quota modeling, compensation design, and territory strategy.
- Uncovered $4.5M in partner leads going unaddressed in the Deal Registration system; designed and implemented a new tracking process and delivered training to Channel Leadership and Sales Teams, resulting in a 90% reduction in missed opportunities.
- Established strategic cross-functional syncs with IT, Marketing, Finance, and Channel Geo Leaders, accelerating project delivery and keeping channel initiatives prioritized.
- Led Partner Services GTM analytics initiative — from metric design and Salesforce implementation to team enablement — establishing new visibility into program effectiveness.
New Relic, Inc.
GTM Strategy & Operations — Alliances & Channels · 2018 – 2021 · San Francisco Bay Area
Recruited to transform channel business intelligence from manual weekly reporting to automated real-time dashboards, empowering 40+ leaders across Channel, Direct Sales, Operations, Marketing, and Finance.
- Designed unified channel performance dashboards using Salesforce, Tableau, and SQL — automating performance evaluation for channel sales teams, partner scorecards, and quarterly business review decks.
- Established strategic advisory relationship with Channel Chief and Sales Leaders, delivering unfiltered performance analysis that enhanced leadership discussions and enabled data-driven communication up to the CRO.
Riverbed Technology
7 years · San Francisco Bay Area
Manager, Business Intelligence, WW Channel Operations
2016 – 2018
- Architected the financial modeling and analytics framework underpinning Riverbed RISE — the enterprise-wide partner program transformation — across 1,250+ partners generating $900M in revenue; program earned a 5-star CRN rating for partner program excellence.
- Designed comprehensive partner evaluation framework analyzing multiple performance metrics (revenue, customer acquisition, certification completion) across all partner types; advised Channel Chief and Geo Sales Leadership on tier movement decisions.
- Served as trusted advisor during weekly forecast calls and quarter-end reviews with the Channel Chief and Global Partner Leaders (AMER, EMEA, APAC, GSI, MSP, Federal), delivering performance analysis and certification tracking that shaped revenue forecasting and partner investment strategy.
- Expanded team capacity by onboarding and managing a contractor from The Channel Company (CRN), overseeing workload and maintaining program momentum.
Sr. Analyst, Program & Operations, WW Channel Operations
2014 – 2016
- Architected comprehensive partner analytics framework unifying data from Salesforce, Oracle, and Marketing Automation — enabling channel executives to evaluate and optimize 1,250+ global partners generating $900M in revenue.
- Delivered critical channel performance analyses to the Sales Executive Team, Finance, and Channel Leadership, driving strategic decisions on contra-revenue allocation, sales quotas, and program performance.
Salesforce Analyst, Data Quality, Sales Operations
2012 – 2014
- Implemented Riverbed's first Customer Data Hierarchy (Oracle CDH), establishing enterprise-wide customer master data management that standardized all downstream reporting.
- Built and managed a cross-departmental data task force, leading the cleanup of 12,000+ customer records in 90 days — accelerating access to accurate customer segmentation data.
Salesforce Consultant, Marketing Intelligence
2011 – 2012
- Delivered customer segmentation analysis of $60M in sales data, uncovering critical data quality gaps impacting quarterly reporting accuracy.
- Designed and implemented SFDC data quality dashboards, transforming reactive quarter-end validation into proactive daily workflows — significantly reducing quarter-end reporting preparation time.
The Brooklyn Hospital Center & Independent Practice
Project Manager, Community Outreach & Freelance Design · 2004 – 2011 · Brooklyn, NY
Led community publication and outreach at Brooklyn Hospital while running an independent graphic, print, and web design practice — the foundation of a career built at the intersection of design and operational thinking.
Education
Executive Coursework — AI Business Integration, Sales & Marketing, Leadership
Section School (MBA-level) · 2023 – 2024