What key initiatives did you spearhead this year that culminated in improvements for your channel partners? I was an early adopter/fast follower of the Comcast indirect channel program and the overall expansion of cable companies within the channel over the last couple of years. Comcast brought a lift of agents to TBI and I began developing relationships with several of those agents from day one. With the help of the executives at TBI, we developed a strategy to help streamline orders and refine the process. This strategy has been modified and improved over the last couple years and continues to evolve.
What are some main goals for your channel program? To help my agent base continue to increase sales and move up market; continue to improve the overall experience that agents have with TBI; and strive to stay ahead of the curve in this ever-changing industry.
What's your prediction for the channel, overall, for 2012-2013? There seems to be a new wave of product offerings within the industry every five to seven years or so. I think we are about to see that next wave come full circle. For example, cloud and VPLS offerings have been discussed in great detail and those products will continue to rise throughout 2013.
GENE SEHL (two-time winner)
Senior Manager – Indirect Sales
Years in current position: 2.5
Years with current company: 11
Years in the indirect channel: 2.5
Annual revenue responsibility: $330,000
What makes you stand out as a top channel manager and leader? If you make yourself easy to do business with, you have overcome a large hurdle in this industry.
What are some main goals for your channel program? We’d like to see year-over-year revenue growth, consistency with new product rollouts, and a competitive compensation model.
What's your prediction for the channel, overall, for 2012-2013? Continued revenue growth as many end users are seeking the consultative-agent sales process, as well as increased revenue in the “cloud services" space.
Director Channel Sales - Midwest
Years in current position: 4
Years with current company: 4
Years in the indirect channel: 9
Annual revenue responsibility: More than $1 million