What are some main goals for your channel program? Fifteen-percent growth; continue to expand relationships.
What's your prediction for the channel, overall, for 2012-2013? I believe more carriers will embrace the channel as way to expand their sales force and grow their margins.
NICKIE BECKSTEAD (three-time winner)
Senior Indirect Channel Manager
Years in current position: 4
Years with current company: 12
Years in the indirect channel: 4
Annual revenue responsibility: $180,000 in new MRR
What makes you stand out as a top channel manager and leader? Follow-through and commitment. I view agents as my own business partners and focus on us all succeeding together.
What are some main goals for your channel program? Consistency, ease of doing business, timely responses.
What's your prediction for the channel, overall, for 2012-2013? The channel is continuing to evolve with new products available for agents to sell and market to their customers. It’s important for all of us (partners and carriers) to stay ahead of the curve and be the lead in keeping customers informed of services available to them.
Partner Sales Manager
Commerce Consulting Corp (WTG)
Years in current position: One
Years with current company: 5.5
Years in the indirect channel: 5.5
Annual revenue responsibility: $600,000
What makes you stand out as a top channel manager and leader? Doing what needs to be done. Not because it’s necessarily your job, but because it’s what your partner needs.
What key initiatives did you spearhead this year that culminated in improvements for your channel partners? I’d be lying if I said I spearheaded any specific programs. I usually assist in execution of plans from the executive management team. I prefer to make changes in the channel by listening to our agent partners and making sure that their concerns are the ones being addressed. That’s been received very well.
What are some main goals for your channel program? The three Ss: Increase support, satisfaction and sales.