Intermedia: “The prototype cloud services channel company”
We’ve been making a lot of changes to our channel ecosystem. We’ve been increasing investments in nearly every sales function, from customer and partner account management to sales enablement and engineering, to provide increased support to our channel partners. Eric Martorano, our SVP of Worldwide Sales, summarizes it best:
“We’ve listened to our partners. We’ve heard that they want more enablement and support, so we’ve added that. We’ve heard that they wanted more engagement from their Account Managers, so we have made it possible for our sales team to engage more deeply by decreasing the number of partners managed by each representative. We’re bringing on new leaders with significant worldwide sales experience to drive our global sales initiatives. In fact, Intermedia has redesigned its sales organization, appointing a combination of existing and newly hired executives to lead departments focused on inbound sales, field sales, sales enablement and engineering, distribution and strategic communities, sales operations, and business and partner development.”
This recent announcement has been getting quite a lot of attention from the channel press. And we couldn’t be happier with all the media attention because it means we’re doing something right. We strongly believe that our strategy is a winning one – for Intermedia and for our amazing partners.
Let’s take a look at some of the coverage highlights, and see how journalists feel Intermedia is going to better enable our partners:
“Intermedia Lands Three Microsoft Execs, Revamps Sales Structure As It Aims To Become A $400M Player”
CRN reporter Michael Novinson wrote an in-depth piece that looks at the newest members of our sales leadership, the roles they’ll be playing within the organization and their impact on the channel. You can also read his associated Q&A interview with Eric. When Michael asked Eric about why he came to Intermedia from running Microsoft’s $17B US channel partner business, he passionately answered, “I wasn’t coming over [to Intermedia] to maintain the machine. I was coming over to build it to another level.”
And Rick Whiting at CRN added us to his weekly report of the Companies That Came To Win.
The Doyle Report: Is Intermedia the Prototype Cloud Services Channel Company?
TC Doyle over at MSPmentor wrote a piece on our big plans for the sales organization. We are honored to be considered “the prototype cloud services channel company” because that’s really the mission of our sales organization. When we say “it’s all about the channel”, we mean it!
Helping the channel focus on managed services
Following a discussion with Eric earlier this month, Howard Cohen published a feature on Channel Insider titled Insight Into the Evolution of Solution Providers. It includes useful commentary from Eric on how the channel can succeed by shifting sales models to a managed services approach. Eric shares this insight about differentiating from other Microsoft Office 365 resellers:
“Partners aren’t profitable only selling Office 365. There’s no money to be made in that right now. Where the money can be mad is in the services and solutions they’re providing on top of Office 365, extending the value to the customer…Being able to integrate voice services with Office 365 with add-ons and security—this is where the channel can really win, increasing their profitability opportunity.”
More great coverage from around the channel
A few more strong pieces of coverage came in from around the globe, including:
- Intermedia Boosts Support For Channel Ecosystem by John Moore and Spencer Smith from TechTarget
- Intermedia Goes ‘Channel-First,’ Hires Microsoft Alumns by James Anderson from Channel Partners
- Staffing Up Sales: Behind Intermedia’s Plan To Double Revenue by Rick Saia from IT Best of Breed
- Intermedia Investing Big in Channel Sales by Rich Freeman from ChannelPro
Have questions about how the changes our growing channel leadership team is making to our sales organization are going to benefit your business? Contact your Intermedia partner representative today!
Not an Intermedia partner? You should be!
Intermedia enables you to sell cloud business applications without changing how you do business. Our two partnership models are designed to adapt to your different customer needs. You can choose on a case-by-case basis how you want to do business.
- Private Label — You retain full ownership of billing, branding, bundling and every other element of your customer relationship. We’ll provide white-labeled marketing material and expert sales assistance to help you close the deal. We bill you at wholesale rates and you bill your customer at a price you determine.
- Advisor — You leverage our brand, billing, and support, but we won’t actively market to your customers. We’ll provide behind-the-scenes sales assistance to help you close the deal and give you one-time and recurring commissions.
Intermedia’s Office in the Cloud™ enables partners to resell more than 30+ essential cloud services, including email, phone systems, backup & file sharing and security solutions. Our two partnership models are designed to adapt to your different customer needs and you can choose on a case-by-case basis how you want to do business.
Intermedia provides support to its 6,000+ active partners throughout every aspect of the customer lifecycle. Every Intermedia partner has access to a premium through-partner marketing automation platform to help them generate leads, and an assigned sales representative who will work with them to turn those leads into sales. And after each sale, Intermedia’s Cloud Concierge™ team will fully handle the migration of their customers to the cloud – ensuring no downtime.
To learn more about Intermedia’s Partner Program, visit https://www.intermedia.com/resellers.