Masergy has and always will be a Partner-first company, and today reaffirmed its commitment to the Partner Channel with the addition of a Senior Vice President of Global Channels.
I am honoured and delighted to step into this role, serving as Masergy’s leader of Channel Sales and Partner Relationships. Partners are the lifeblood of Masergy’s success and I have been added to the team to further develop our Channel go-to-market strategy. We will be adding more dedicated resources and expanding the support we provide to Partners.
Our Partners have deep relationships with enterprise clients and are our brand ambassadors and chief salespeople. Masergy brings innovative and differentiated technologies coupled with incredible customer experiences which makes for a winning combination. Partners turn to Masergy because they can trust that we will deliver before, during, and after the sale. My role is to understand the additional needs of our Channel Partners and lead future investments, ensuring they have the training, programs, and opportunities needed to create win-win situations. I will also be focused on expanding our Partner community, adding new channels, routes to market, and deepening alliance relationships.
Inspired by unparalleled experiences and cloud consumption models
I’ve watched Masergy from a distance for years, and I am inspired by Masergy’s unparalleled experience for end-user clients. Prior to joining the company, I spent a great deal of time speaking with Partners whom I have known and respected for decades, getting their thoughts and feedback. What I learned is that every Partner who knows Masergy loves us and leads their sales conversations describing Masergy as the leader in software-defined networking, security, and cloud communications. Even those who have no experience with us are familiar with our industry-leading reputation. Client relationships are the single most important asset for Partners, and therefore the customer experience is everything. Large carriers can’t compete on the customer experience. That coupled with innovative technologies that help enterprises of all sizes digitally transform, makes Masergy very compelling in the market.
The timing is also right for success. There is a tidal wave happening in the technology sector right now. If you look at what’s going on in the cloud and telecom sector and with technology in general, you’ll see that enterprises are moving away from anything that distracts from their core business. If it doesn’t help them build better products, build competitive advantage, or better serve their customers, they don’t want to own it, run it, or manage it. They just want to consume it. And, this consumption model is the Masergy model. We provide a secure edge network and cloud platform encompassing a variety of technologies and services for companies of all sizes, provide end-to-end management, and we deliver and manage it so that the customer can focus energy and resources on running their core business.
Top priorities: Fostering an ecosystem of shared success
Masergy acknowledges that now is the moment to invest more in our Channel. In nurturing our program, I aim to reconnect with our Partners and re-establish the value we see in them. It’s time for us to get back to the relationships that are so vital to our sales success. Doing so will help us ignite the true power of the Channel, extending our reach in the marketplace and grow our businesses together.
My first priority is to create an interactive community. Today’s announcement is not about me personally as much as it is about putting the right focus, resources, and priorities in place to foster an environment of shared success. The Channel is an ecosystem that requires partnering not just with our best-in-class Channel Partners but also collaborating with Masergy’s sales leaders, product leaders, and service delivery teams to enhance the Partner and customer experience.
As a Channel program, my team and I need to add value. I see most Channel programs as reactive, ready and willing to jump in on opportunities, but not actively working to help Partners generate new opportunities. This approach doesn’t work. Meaningful value comes from Channel programs that proactively help Partners succeed, and these are the types of programs I will develop. When we help our Partners increase their brand and relevance in the marketplace, Masergy wins too.
Starting today, I have the privilege of serving a company that is Partner-driven and positioned as an industry leader in both service and technology innovation. I am genuinely excited to join this team and become part of a family devoted to Partner success
As Masergy’s SVP of Global Channels, Jim leads Masergy’s Channel sales strategy, developing and maintaining partnerships with leading organisations focused on IT service excellence. With more than 25 years of experience in Channel sales strategy, Jim fosters an ecosystem of shared success for Masergy’s global Partners. He started his career at AT&T and joined Masergy from CenturyLink, where he served as VP of Strategic Partners. He is based in Chicago.