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Change is afoot at Integra, the Pacific Northwest competitive service provider that steadily has been moving up-market.
Gone from the company are Tom Weaver, the former channel chief, and Ken Smith, appointed as executive vice president of sales in 2012. Weaver was hired in early 2013 and hailed by Integra as the face of the company's "renewed focus" on the channel.
Integra is not seeking to replace Smith, a spokesman said; however, Weaver does have a replacement: Tom Gorey, a longtime XO Communications channel executive. Gorey, vice president of the indirect channel, has been on board at Integra for about a month, and spoke late last week with Channel Partners about Integra's personnel shuffle, his plans for partners, and rumors about rules of engagement and about the company itself.
First, Gorey said, "Ken hired me, so I have to thank him for that. And the insight he gave me into where the company is going is one of the things that attracted me here," he added. "As far as Tom Weaver, he laid a foundation for a good program. It's up to me to build on that foundation and take it to the next level."
That next level means continuing to gravitate toward serving midmarket organizations and enterprises through a variety of partners, making the most of their individual strengths. For that to happen on a large scale, Gorey is starting by meeting with existing and prospective agents and VARs.
"Where do they see a relationship like this going? What attributes do they want in the program?" he said. "It's ultimately a matter of me listening ... to really move this thing forward."
The partners he has spoken with thus far are giving him "overwhelmingly positive" feedback, Gorey said.
"They're excited to see me here and continue to do business with me," he said. "Many of these people I have known for well over a decade."
Indeed, Gorey is capitalizing on his solid reputation among partners as he joins a company that reportedly has revamped its rules of engagement and lost a number of long-time channel managers. For starters, anonymous sources have told Channel Partners that, under Smith, direct reps were allowed to pursue indirect reps' accounts. Gorey discounted the assertions.