The hybrid IT provider’s former channel chief, Dave Sroka, now serves as vice president of the company’s National Carrier Partner Program. In addition to investments in its channel program, Flexential also is adding resources to support the expansion of its connectivity portfolio and network reach.
McCoy was with Sungard AS for nine years, and prior to that she held channel management positions with Alcatel-Lucent and Lucent Technologies.
Flexential provides colocation, cloud, connectivity, compliance and professional services.
In a Q&A with Channel Partners, McCoy talks about her plans for Flexential’s partner program and what she’s hearing from partners.
Channel Partners: What made you want to join Flexential?
Melissa McCoy: I noticed what Flexential was doing to bring two companies and their partner programs together – as well as the additional investments to grow the channel – and I wanted to be part of that. It is an exciting time to be in the channel as we continue moving to a hybrid IT, multicloud world as clients are navigating their respective digital transformations. With Flexential’s national footprint and broad portfolio of cloud, connectivity and professional services that partners can choose from, I am confident that we can add value to our partners, helping them grow their business and satisfy their customers’ complex IT needs.
CP: What’s your take on Flexential’s current partner program? Are changes needed?
MM: The channel is core to Flexential’s strategy. The company has successfully integrated the best elements of two very strong channel programs from Peak10 and ViaWest. Partners are now benefiting from new, flexible contract options, increased channel resources and a comp-neutral model. As we look through the rest of this year and into 2019, we are focusing on further integration of the systems and processes that enhance the overall partner experience and make it easier to do business with us. We will be working on enhancements to the partner portal and enablement materials, as well as working behind the scenes to build in better automation. Other elements that we’re focusing on include visibility for lead registration, opportunity tracking and commission statements. In short, I’m excited to build on the great momentum that has already been started since the two programs were combined.
CP: How will your prior experience come into play in this new role?
MM: I have been in the channel business for almost 20 years now serving in a variety of roles across channel programs, sales and operations. In that time, I have really seen the channel evolve substantially, specifically as the industry moves further into the cloud and services space. Because of this shift, channel programs have had to evolve to better support partners as they moved into selling more value-added services or shifting their business to a recurring revenue model. My experience building channel programs from the ground up and my background in the cloud and managed-services space puts me in a great position to help Flexential continue to …