Top Gun 51 Profile: Vonage Business’ Mario DeRiggi Values Long-Term Relationships

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… a product and price, but now it is all about cloud transformation and delivering solutions that affect business outcomes.

CP: What do you consider your biggest accomplishments in working with the channel?

MD: The long-term relationships that I have developed and fostered over the last 20 years are my greatest accomplishments, along with maintaining and growing those relationships and delivering a valuable partner experience.

CP: What are your career goals going forward?

MD: My goal moving forward is to continue to develop an evolving onboarding process for our partners that gets us in a better position for them to understand the One Vonage value proposition. Vonage is the only provider to offer a unique and powerful combination of unified communications, contact center and communications APIs; this, in turn, provides our partners with a key differentiator to capture and retain important customers. They want to go to market with a provider like Vonage that can help them drive additional revenue to their customer base. My ongoing goal is to educate our partners so that they always think Vonage first when looking to help their customers transform the way they do business.

CP: What sort of advice would give someone who is just starting out in channel leadership?

MD: Embrace the channel and the value that partners bring to the customer relationship. Partner experience is what will drive engagement. Develop a culture in your channel that embraces and supports the partner experience just as much as the customer experience.  

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