What makes you stand out as a top channel manager and leader? I was an agent before becoming a channel manager/director, and I understand what the indirect agents and VARs value in the vendors they do business with.
What key initiatives did you spearhead this year that culminated in improvements for your channel partners? Over the past four years I have worked with product marketing in shaping the product line for our SIP trunking. Worked with VARs to educate their sales groups on SIP trunking and hosted VoIP.
What are some main goals for your channel program? Increase sales opportunities for my agents and VARs; educate the agents and VARs on SIP vs. hosted, and help them identify which product is right for their client; and grow our channel revenue dramatically through strategic relationships.
What's your prediction for the channel, overall, for 2012-2013? VARs and agents will have to learn how to solutions-sell versus just selling on price or they will be left in the dust.
Years in current position: 4
Years with current company: 4
Years in the indirect channel: 10
Annual revenue responsibility: More than $150,000
What makes you stand out as a top channel manager and leader? Premier service and support; quick turn-arounds on quotes, cost analyses or contracts; and always acting with integrity.
What key initiatives did you spearhead this year that culminated in improvements for your channel partners? Fiber EPL product rollout; Ethernet over Copper footprint expansion; energy offerings; SIP solutions; and agent/customer portal enhancements.
What are some main goals for your channel program? Continue to grow the channel and our agent community with quality business partners (larger, national customers and master agencies); increased volume of fiber applications and other high-bandwidth solutions; continued success exceeding both corporate objectives and personal goals.
What are some of your predictions for the channel, overall, for 2012-2013? Unfortunately, I foresee more financial setbacks for various carriers in the short run. More mergers and acquisitions will likely reduce the number of competitive carriers in the marketplace, while many new cloud providers emerge. High-end bandwidth solutions will be king as customers continue to test SIP and hosted platforms.