Greg Plum: Channel Exec of the Year Finalist




Greg Plum, the Conference Group

Title: Director of Channel Development

Years in current position: 9

Years with current company: 9

Years in the indirect channel: 9

Main channel goal: “My focus is to continue to build on our reputation of providing personalized service and maintaining productive relationships with our agents. We never forget that our success is due in large part to the efforts of our agent base. When I hear of some carriers’ lack of diligence in compensating their agents and channel partners for their efforts, it amazes me. In nine years, we have never missed a commission payment to any of our agents. There is simply no alternative.”

Biggest challenge: “Without a doubt, price compression is the single biggest challenge we face today. With margins being squeezed more than ever, we are all finding ourselves working harder than ever just to maintain revenue levels. To meet this challenge, we continue to identify ways of leveraging technology to provide enhanced conferencing features without having to increase operating expenses.”

What is the importance of the indirect channel to your organization and what do you see as the future for your channel operations? “The indirect channel allows us to grow organically with a variable-cost workforce. Because of our channel, we have earned the business of thousands of companies who may have never known about the Conference Group. Fundamentally, our channel strategy will remain consistent with how we have always operated. We are, however, undertaking initiatives to empower our agents even more with enhanced provisioning and reporting tools.”

Why do you consider yourself to be innovative in bringing new ideas to the channel? “I entered this industry nine years ago, having never even been on a conference call! My prior experiences were in finance and banking, with a focus on affinity partnerships. My life before telecommunications allowed me to explore the value of partnerships within this industry, which ultimately lead to the creation of our channel program.”

Currently reading: E-mail.

What others are saying about Greg:

“Greg Plum, while being one of the greatest channel executives, is a great person! He has a true concern and interest in the agent and their success, the customer and their well being, and the company that he represents. You can count on him to do what is right, every time.”

— Dennis Fioretti, CFO, X4 Communications, Master Agent

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