CHANNEL CHIEF
ME
GREGG LALLE , SVP , International Sales and Strategy at ConnectWise , explains his management philosophy to ‘ lead by example ’ and picks his highlights from his career so far .
Describe your current job role and the parts that are somewhat challenging ?
My role as SVP , International Sales and Strategy at ConnectWise , involves building the business unit , managing sales and strategy and looking after our pre- and post- sales experience in support of our Regional Directors in EMEA and APAC .
Managing three continents across multiple time zones is one of the biggest challenges , and it requires a serious amount of flexibility and effort to accommodate meetings and maintain relationships . It also requires regional efforts and localised initiatives on the ground – but that ’ s the nature of working for a global organisation and I wouldn ’ t change it !
Can you explain how your company works with channel partners ?
Until recently , we would have described our ConnectWise platform as being a sell-to product . The model was pretty straightforward . We sell it to the VAR or the MSP , and they use it to run the operations of their outsourcing business .
Since acquiring Continuum in Q4 of 2019 , our model has changed and we ’ re now offering a robust sell-through strategy . The net result is that not only can ConnectWise help our channel partners secure their environments , we help them secure their customers ’ environments too – it ’ s a win : win .
How do you ensure channel partners flourish in a highly competitive market ?
Knowledge is key . We offer our channel partners education , communication tools and incentives on the products that support their growth . Without a doubt , being equipped to address the need for a robust cybersecurity solution is a top priority . We plan with our partners how to be more secure and have the right product set , at the right price . All these aspects help them to get started so they see a sustainable revenue stream and support them in the next critical battle .
At ConnectWise , we realise that people learn from one another . We have a vibrant community with IT Nation and ConnectWise University , which offers free education and is widely recognised as a platform to help channel partners get a return on the investment that they make on the software .
What are the latest trends you see emerging across the channel ?
Cybersecurity is on the front page of the news every day , with a new ransomware attack occurring every 14 seconds . According to a recent Vanson Bourne Survey , 91 % of SMBs would consider moving to a new IT service provider if they offered the ‘ right ’ cybersecurity solution . It is important that MSPs feel confident approaching and communicating with customers about their cybersecurity strategy .
I am grateful for working for an unbelievable company that ’ s grown considerably over the last 10 years .
Gregg Lalle , SVP , International Sales and Strategy at ConnectWise
INTELLIGENT
INTELLIGENT TECH CHANNELS TECH CHANNELS Issue 34 59