We have a
management
philosophy built
around the notion
that our success is
measured by our
customers’ success.
How do you ensure channel
partners flourish in a highly
competitive market? Which regions do you see
offering the most opportunities
for your company?
We have measures in place to provide
deal registration and renewal protection
to the partners who have helped us find
accounts. We recognise that there may be
requirements for competitive bids from
other channel partners, but we work to
ensure the partner who has found the
opportunity has recognition and protection
for that work. We believe the most new opportunities
will be in the areas where we have recently
added both new employees and new channel
partners. We expect to see growth in the
Middle East, Africa and across Asia.
What are the latest trends you see
emerging across the channel?
We are seeing more partners establishing
additional services around the companies
they represent. Those additional services
may include, implementation services,
training and education, or fully managed
services for end-users who need the solution
but don't have the people or skills in-house.
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I am strategically
focused on customer
success, building long
term customer and
partner relationships
and loyalty.