What's your prediction for the channel, overall, for 2012-2013? With the growing cloud and UC movement, I believe that VARs will soon be the best-positioned players in our industry.
Manager, Agent Sales
Years in current position: Since 2011
Years with current company: 9
Years in the indirect channel: 9
Past jobs in the indirect channel: 0
Annual revenue responsibility: $6 million
What makes you stand out as a top channel manager and leader? For a good portion of my career at TouchTone, I was in agent support, so I understand exactly what agents are going through when it comes to selling, provisioning and supporting an account. In this role, and also as a project manager, I have dealt with many account types including SMB, IVR companies and government. This experience has given me a lot of insight on the uniqueness of each customer and how important it is for me to not only provide for the agent, but to the customer as well. If the customer is happy, then the agent is happy. Sales is truly about support and understanding both the needs of your customer and agent. With this knowledge, I was easily able to transition into an agent sales role – one that both educates and supports agents at the same time.
What key initiatives did you spearhead this year that culminated in improvements for your channel partners? I worked closely with our pricing group and executive team to help expand our carrier options so that customers/agents have more choices when it comes to choosing an underlying carrier (and what would best fit their needs based on cost, quality and requirements).
What are some main goals for your channel program? Be responsive, competitive and deliver customer/agent satisfaction.
What's your prediction for the channel, overall, for 2012-2013? On the voice side, I believe the channel will continue to transition into a SIP environment by not only the use of gateways, but by the use of SIP-enabled phone systems. Many of our partners selling premise-based phone systems are now seeing the benefits of converting/upgrading phone systems to SIP.
STEVEN CAWLEY (three-time winner)
Senior Indirect Channel manager
Years in current position: 10
Years with current company: 13
Years in the indirect channel: 13
Annual revenue responsibility: $324,000 in annual new MRR sales