Greg Plum, The Conference Group

Title: Director of Business Development
Years in current position: 1
Years with current company: 10
Years in the indirect channel: 10

Past jobs in the indirect channel: Channel manager, director of channel development.

Biggest challenge: “The biggest challenge is also the biggest opportunity … innovation. Change is occurring at such an incredible pace, successful telecommunications providers must, at the absolute very least, keep up with these developments — all at a time when many of our services have been labeled as ‘commodities.’”

What is the importance of the indirect channel to your organization? “The channel is critically important to our growth. The depth of the relationships that we have formed with our channel partners over the years is a testament to our commitment to them and their resultant loyalty to us.”

How do you think our country’s economic downturn has affected the telecom industry, the indirect channel and your company’s channel operations? “This is the proverbial ‘double-edged sword.’ Companies challenged by budgetary constraints turn to conferencing and collaboration services as a means to reduce travel expenses and improve efficiency. This certainly has a positive impact on companies like the Conference Group. This upside comes to a screeching halt if these companies fall victim to the slumping economy. If they do end up shutting their doors, they obviously no longer need our services, nor do they go out of their way to make arrangements to pay for their consumption prior to their demise. This risk is very real and must be managed diligently.”

Personal motto: “If you are really good at something, you won’t have to tell anyone … they will tell you.”

What others are saying about Greg:

“Greg Plum is a valued individual as a partner to me and Telcombrokers. His thoughtful approach to providing service, solutions and strategies reflects a sincere desire to have Telcombrokers and our agents and customers be successful. Greg is always available and I appreciate his creativity in marketing. Good luck to Greg!”
— Nancy Ridge, Vice President, Telcombrokers, master agent

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