you lead the charge, take the case and always pass on the gains to their team. You solve intractable problems, boost growth, Spike profit and they do everything with one hand tied behind his back, sometimes two.
these people you call Chiefs for a reason. It takes a certain pedigree the coach, the referee and the scorer to be all in one. But that is exactly why these people heart beat behind the indirect sales.
Every year vet CRN editors this elite execs and headlights are also those who went their professional achievements, commitment and innovation. the Call of Duty
This year, three of , the Channel Chiefs Channel company in 2016 CRN are our own: Kimberly Martin VP, Worldwide Partner Sales and Strategy; Tammy Richards , managing director of Worldwide Partner Success; and Rafael Garzon , Managing Director, Partner Americas
Together, these three leaders representing over 50 years of experience in the industry, untold frequent flyer miles and a very important common goal .: set their needs of partners and these relationships - at the top of the to-do list.
Kimberly Martin
did with 15 years of experience solutions for high-tech companies and a remarkable affinity of the design for tackling difficult issues head-on Citrix that 2016 based channel Chief Kimberly Martin was the perfect candidate for the Citrix partner ecosystem in 2016. And the feeling mutual.
for a meeting with all the members of the Executive Leadership Team to galvanize, I could feel the palpable commitment to the partner community, and that, besides the incredible culture at Citrix, services are at the very beginning.
stressed this new vice president of partner strategy and sales, which is and executed synergies on the ground in the last year, its sites on the untapped mid-market adjustment where they partner as an afterthought saw competitors to deal with.
their vision was to move to , the entire incentive program and drove accountable to channel field model , so that partners in unexplored mid-market -region are forged better rewarded to take this risk.
Success comes to marry the right partner, to the right products and adapts to this rule are to ensure made-in-heaven heavenly. Personal touch is all-as marketing tools and custom tailoring services each partner to meet needs and to facilitate quick delivery of these services. No small feat, but Martin on the final flourishes .: converted partner lives and businesses to see Citrix
"There is a ripple effect" she says.
your numbers make waves also. Average revenue per partner increased by 20% in 2015 and the Citrix Service Provider business has seen 30% growth in subscribers.
Tammy Richards
2016 Channel Chief Tammy Richards lives of Partner First everyday ethics. A nineteen-year Citrix veteran and channel chief for the last three many years of experience in sales, marketing and channel were the driving force behind the growth of 30% in Citrix Service Provider business last year.
Her vision is simple, literally.
Simplify . Streamline the path for the partners to success. developing products that are channel-ready for both mid-market and enterprise customers. Find a middle ground to find value provide the partner community between while remaining profitable.
And at the end of the day knows Richards that the agreement to close comes to education. As smarter than the other guys means the customers will be.
Therefore, she and her team has a number of practical and easy to use marketing and training tools- as Learning Paths launched and Citrix marketing IQ - and the highly successful Citrix Specialist Program , which are already highly certified partners access to world-class tech them head and shoulders above the competition training setting. Moreover, as most are in race badged be Citrix specialists for their expertise with a huge increase in incentives.
rewarded One of the secrets to their success? Avoiding the one-size-fits-all approach.
You can not just build a program the needs of your business to be. Not all programs are right for all partners. various partners will help to understand the business models to ensure that we can drive success at every level of the playing field.
Rafael Garzon
It is also out of the park beat is 2016 Channel Chief Rafael Garzon Managing Partner, Americas Citrix. With 18 years of experience in creating technology solutions that knows no boundaries-much like its growing partner community Garzon innovation. His platinum affected rose by 21% bookings, and its transacting partner number in the Americas shot by 76%.
And since not all partners are created equal, Garzon is a master in developing and fine-tuning programs, so that each partner feels as important, no matter how high or low margins. His Hands-on workshops (inner attitude) are held throughout the Americas and have so much enthusiasm generated that large waiting lists are always to be expected. Last summer, he typed in partners to encourage creativity by them to send in demos addressing how to save money or improve the customer experience and awarded cash prizes to the winners concepts.
While the ingenuity of all flooded in the world, so does the rave reviews of Garzon Agree2Blitz initiative. This appointment setting program combines its field service team the team local partners in the partner site. Agree2Blitz helps partners expand its pipeline of customers to network and to build, while at the same time, the training, the tools and the cooperation with Citrix condition that each stops at the top of their game.
"We adaptable to listen to our partners and," says Garzon. He and his team put on their "partner shoes" every day and explore the objectives, priorities and DNA of the company, they want to represent,
Tweet to the Chiefs. Kimberly @_KimberlyMartin, Tammy @ tlrichards99 and Rafael @CitrixAMChnlChf
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