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Serenova Hires Intelisys Cloud Vet as Channel Chief

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You are hired

… unique perspective on the mindset of that person that they’re trying to talk to and are trying to do business with.

CP: What’s your take on Serenova’s current channel strategy and partner program? Are changes needed?

BK: I think the current strategy is good, but as far as changes needed, I think it needs to explode. I think it’s been a very calculated approach. When I look at Serenova‘s channel approach and support, and resources in relation to other companies in this space, I don’t think they have enough people in the right regions, in the right areas. I don’t think we have enough boots on the street as it were. And we’ve done a lot of things to clarify our message and I love that approach, the way that we go about product versus the other companies, but I think one of the things I’m going to change is I’m going to try to put more resources closer to the partners that actually need them.

CP: What are the biggest challenges facing Serenova and its partners?

BK: Honestly, I think the biggest challenge is really just awareness, and I talk about this even with them. Serenova has a great product, it’s recognized in the Gartner Magic Quadrant, it was built on a solid platform, but their name isn’t as well known as some of the other names out there. Even though they’ve been out there for years, they’re not a new company, their name just isn’t out there. It’s getting people to be aware that Serenova exists, that they are a major player. According to Gartner, we compete at the top level with the No. 1 brands in the leadership quadrant. It’s getting our name out there, getting our branding with a consistent message, and it has to be easy for the channel community to absorb in order for it to spread. And I think part of that is really sponsoring more things, being part of more things and really being out there. There hasn’t been anyone in this role prior to me joining, so I think that alone is going to send a signal to the channel community that we’re serious.

CP: What’s at the top of your to-do list?

BK: At the top of my list, believe it or not, is actually training. I think that’s one of the things that I’m bringing from the agency side. I spent a lot of time on the agency side training sales partners, training channel reps how to have the conversations, how to start the conversations, how to be subject-matter experts in the contact center space. So that’s what I’m going to bring both internally to the Serenova sales team, the Serenova channel team, and externally as well. Top of my list is doing what I can to get the channel to be smarter about selling contact centers to end users.

CP: What do you want Serenova’s partners to know about you and what you’re like to work with?

BK: What I want them to know about me is I am not your typical sales guy. I know that sounds weird and probably many people say that, but I go back to my actual experience of running contact centers. I talk the talk, I walk the walk, I know what’s important to them and I’m really interested in partnering. And probably the thing that I think may shock them the most is I’m going to be as involved and passionate in a deal that’s a right fit for Serenova as I am in telling them when it’s the wrong fit for Serenova — because I think that’s important. I don’t think it happens enough in this industry. I want to let the channel sales reps know if …

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