Top 15 Channel Managers of 2011: Goals and Challenges

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Pierre Gustat
TNCI
Title: Master Agent Manager
Years in position: 5
Years in channel: 15
Annual revenue responsibility: $9 million

Main channel goal: To get the best deal possible for my agents and capture as much revenue for TNCI each month. To continue to build personal relationships within the channel to learn, succeed and advance my career.

Biggest channel challenge: Consolidation of competition. It’s hard to keep track of who is in the market and how TNCI competes with each carrier.

Top channel manager traits: I am so not politically correct, it is amazing. I hate PC. Good or bad, I am always blunt. Neither my agents nor I have time to waste. Don’t beat around the bush. Tell me what you need and what I have to do to help win the business and I’ll walk over the bush. TNCI is a great company, and I fight hard for every deal with which I become engaged. I also fight hard for my agents, and I know that’s why I have enjoyed and benefitted from so many long-term relationships. Our philosophy at TNCI is simple: If it makes good business sense, we WILL find a way to get the deal done.

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