Richard Waldner

Initiator
DISC Type : Di

Nearbound Nerd at Connection2Channel

Germany

Overview

Richard Waldner is a Partner at Connection2Channel with nearly 30 years of experience in partner sales and building channel ecosystems. He specializes in developing partner strategies and go-to-market plans for startups and scaleups. Colleagues describe him as driven, customer-focused, and partnership-driven, and he holds a certification in Generative AI.

He led the merger between his former company, RW Consulting, and Connection2Channel to establish a leading partner and alliances consulting firm in Europe.

Personality Overview

Risk-Accepting

Friendly Challenger

Conviction Driven

They don’t mind taking a stand if they believe in something.  They measure a product on its merit but can be influenced by strong testimonials. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Partner Ecosystems
His entire career is focused on optimizing and scaling partner networks. He merged his company to create a top European consultancy dedicated to this.
Channel Go-to-Market
He specializes in creating channel and go-to-market strategies that help startups and scaleups accelerate growth and expand their market reach.
Vendor Partner Readiness
He has publicly stated that vendors often underestimate partner readiness, viewing it as a critical component for successful, strategic partnerships.

Media Appearances

Richard has no verified media appearances

Work History

1-2025
Nearbound Nerd at Connection2Channel
3-2023
Business Owner at RW Consulting
7-2025
Interim Partner Lead at Deskcenter International, part of the mosaic IT Group
10-2024
Referral Partner at Mindmatrix
10-2024
Referral Partner at Kiflo

Education

1980 - 1985
Matura from HAK II Klagenfurt

More Information

Social Presence :

Prographics :

Exp : 2 Location : Germany Job Level : Junior Designation : Nearbound Nerd at Connection2Channel
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Refer to testimonials from well known people to highlight the value of your product
  • Acknowledge their status and position during the conversation
  • Focus on the big picture and the strategic value of your product

DONT's

  • Don't be unorganized, be prepared for the pitch
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Richard

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Richard take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Richard

Personality Compatibility


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