Following the launch of its National Master Program July 19, EarthLink Business channel executive Sherri Turpin is sharing the goals for the program that she helped create and will oversee as vice president of channel strategy.
Turpin, who was recruited from XO in October to create the program, told Channel Partners the National Master Program is designed to align its national master agent partners with the right resources for optimal scale with the byproduct being increased sales.
“We learn the partners business and then align them with the tools we have versus simply handing them our entire suite of products and solutions and expecting them to understand,” she said.
The National Master Program has a dedicated team working initially with nine national master agencies. In addition to Turpin, EarthLink also has hired another XO alum, Shirley Ah Sing, as senior manager for the program. Furthermore, there are two partner development managers Stephanie Bouras and Kristie Sutter. They are backed by a shared team of support staff.
In addition to dedicated partner development managers, national masters also have access to other resources, such as reporting, dedicated account managers, a sales support team, a quote team and a partner advisory board.
Turpin said EarthLink expects to expand the program to include additional master agencies, but is focusing first on building and benchmarking foundational processes and programs. She said she also expects the program deliverables will evolve based on these early results.
“We are evolving and want to create a go-to-market strategy that will meet the partners business requirements, needs and plans,” Turpin said. “We are in discussion with our national masters, as well as internally, to shape how that will look, creating what we feel will be a very thoughtful and unique approach.”
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