New Worldwide Sales Organization to Support Growing Channel
I think 2017 is going to be the Year of the Channel here at Intermedia. We’re launching a new sales organization structure to provide increased support to our channel ecosystem. And we’ve brought new leaders into our sales leadership team with career experience at leading companies such as Microsoft, Cisco, Ingram Micro and others.
Change starts at the top
Last September, we announced that Eric Martorano had joined us as SVP of Worldwide Sales. Now, Eric is building out a team of sales leaders to support our growing focus on the channel.
Here’s how Intermedia CEO Mike Gold describes the effort:
“Eric Martorano joined Intermedia from Microsoft to help us continue to build out a world-class sales organization. Under Eric’s leadership, we’ve begun to scale our channel business at an accelerated rate and have invested in developing a new sales organization with additional leadership from around the industry to support our company’s growth plans.”
New faces with a channel focus
To support the restructuring of our channel ecosystem, we are increasing investments across nearly every sales function, from customer and partner account management to sales enablement and engineering. Eric explains our rationale:
“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.”
So, to that end, I am very pleased to introduce some of our newly hired sales leadership team:
Eric Roach, Global VP of Field Channel Sales & Distribution: Eric and his team will be responsible for developing and managing Intermedia’s top channel partners in the field, as well as Intermedia’s distribution partners, master agents, and strategic communities. Eric is an industry veteran with over 20 years of experience in national and international channel-building success. Eric has spent the last 10 years at Microsoft, demonstrating true impact and influence across multiple sales and management roles.
Corey Nagel, Director of Partner Development: Corey and his team will be responsible for developing some of Intermedia’s largest scale partners. Corey Nagel joins Intermedia after a 7+ year career at Microsoft, where he managed strategic channel partner relationships, US partner channel incentive programs, and SMB cloud sales.
Bob Neal, Director of Distribution & Strategic Communities: Bob will be responsible for leading a team managing Intermedia’s distribution partners as well as strategic communities. Bob joins Intermedia with over 20 years of experience in the channel. In his last 4 1/2 years at Microsoft, Bob managed US Surface channel sales, US distribution and SMB channel cloud sales. Before Microsoft, he spent 6 years at Cisco Systems leading channel sales and developing channel cloud strategies.
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Our award-winning partner program gives MSPs the freedom to sell the way that’s best for their business. We have 3 partnership models that you can choose on a client-by-client basis:
- 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.
- Referral — We provide high levels of service to the customer in all aspects of the relationship. You pass us the lead, we close the deal and pay you a one-time commission.