CHANNEL CHIEF
EUROPE
HUBERT DA COSTA , Vice President , Global Channels at Compodium believes you need to commit 100 % to ensuring your partners ’ success – and importantly , reward them fairly when they deliver this . He explains his current job role and his management philosophy .
Describe your current job role and the parts that are somewhat challenging ?
I recently joined secure digital meeting spaces provider , Compodium , to build , launch and lead the channel programme in EMEA . Compodium was an early video conferencing pioneer and its technical video platform has grown to be one of the most comprehensive in the world , with use cases spanning healthcare and clinical telemedicine to public sector communications . With a strong foothold in Sweden , Compodium is now rapidly expanding globally and going forward , the company ’ s model will be 100 % channel focused .
Now , I ’ m working to build relationships with the distribution partners to support this global expansion . Compodium recognises that working with the right partners can grow the business in a way that selling directly never will . In fact , it ’ s become increasingly difficult for businesses to create opportunities for sales growth in new geographical regions and market verticals . Developing a strong distribution network provides huge economies of scale in terms of resources , operational processes , delivery and customer service .
One of the key challenges with new locations is working around different languages and cultures , so the key to success when expanding geographically is embracing local execution . This is why the distribution model works so well .
Can you explain how your company works with channel partners ?
To help secure a market-leading position in the rapid growth area of digital collaboration , Compodium is looking to appoint five partners to drive sales in the finance , healthcare , SMB enterprise , education and public sector vertical markets . We ’ ve recently unveiled a new channel programme – Compodium Partner Assure – which is aimed at supporting and accelerating our partners ’ success across EMEA .
We ’ re working hard to identify and build effective relationships with the right partners , particularly those with detailed local market knowledge .
How do you ensure channel partners flourish in a highly competitive market ?
My philosophy has always been one that centres around honest communication and a focus on long term relationships . This drives better results for everyone – it may seem like a cliché , but that ’ s all it takes to create a win-win situation . When working towards the same goals , you need to treat your partners as an extension of your own team – constantly thinking about how you can contribute to their success .
I read a book some years ago called The
Go-Giver that really struck a chord with me and fundamentally influenced how I approach working with partners . The book is about a young ambitious salesman going nowhere fast who realises a fundamental truth : to be successful in business you need to turn the traditional ‘ What ’ s in it for me ’ mindset on its head . Success depends on asking what you can give . Now , I focus on the value I can add – for colleagues , customers and partners .
Working hard to ensure partners have enough training and support will contribute to your joint success . You need to commit 100 % to ensuring your partners ’ success – and importantly , reward them fairly when they deliver this .
Hubert Da Costa , Vice President , Global Channels at Compodium
INTELLIGENT
INTELLIGENT TECH CHANNELS TECH CHANNELS Issue 33 61