Title: Senior Vice President, Indirect Partners
Years in current position: 3
Years with current company: 3
Years in the indirect channel: 8
Past jobs in the indirect channel: General Manager, ClearOne Conferencing
Annual revenue responsibility: $40+ million
Main channel goal:
“At Premiere Global, our biggest goal in our partner program is to provide our agents and resellers with industry-leading products, support and programs which enable them to attract, retain and bring value to a loyal customer base. This singular goal has propelled us to more than double our channel’s revenue over the last three years.”
Biggest challenge:
“The biggest challenge in an indirect channel model, is maintaining mind-share of our partners. Since most agent partners represent such a wide portfolio offering, it requires constant work to ensure that our solutions are top-of-mind and relevant to our partners’ value proposition. Part of Premiere’s success has been to effectively customize our programs to our partners to ensure that we bring products, promotions and customer support that are a natural extension of their core offering.”
Please comment on the importance of the indirect channel to your organization and tell me what you see as the future for your channel operations.
“Premiere Global believes in a broad distribution strategy that maximizes our market share across all customer opportunities. Premiere Global’s commitment to the channel was first demonstrated upon the acquisition of ClearOne Conferencing, primarily an indirect sales organization. Premiere Global has continued to invest in the channel through product development, dedicated marketing and training resources and commission/buy rate schedules that provides generous margins for our partners.”
To what extent do you, personally, show leadership within the companies you have worked for, the business community at large, the communications industry and the channel?
“By personally managing key partner relationships, I am able to keep a pulse on what is important to our partners. In addition, I make a constant effort to expand the offering of the channel through participating in product and marketing initiative calls and representing the needs of our partners to ensure our partner offering is as robust as what is available through our direct channels. As a leader within Premiere Global and within the numerous companies in which I’ve held executive leadership positions, I always strive to demonstrate leadership through the values of teamwork, honesty, objective listening, mentorship and fulfillment of commitments. I have also leveraged the leadership and professional skills that I have gained through in my work life to help organize fund-raising and develop marketing and PR programs for several non-profits in my community.”
Why do you consider yourself to be innovative in bringing new ideas to the channel?
“By working with product and marketing teams at Premiere Global Services, I have consistently brought new products into the channel including: conferencing and communication products that provide our partnerships additional revenue opportunities, administration and delivery portals that streamline business for our partners and improved online processes and delivery mechanisms that allow our partners to work more efficiently with Premiere Global Services.”
To what extent do you engage in activities to promote or advance the channel?
“The indirect partner channel at Premiere Global is an ever-growing and robust effort within our company. With increased emphasis and value to Premiere Global over the past 3+ years, I have remained focused with my energy on our current partners and improving their businesses. Now that we are an established vendor in the space, I look forward to expanding my efforts in a broader way in the industry.”
Frequent flyer miles: Well over a million on Delta alone
Currently reading: “The Known World,” a historical-fiction book based during the post-Civil War period
Furthest she’s been from home: Bali
Favorite band: ABBA
Magazine subscriptions: PHONE+, Time, Fine Cooking, Bon Appetit
What others are saying about Angelina:
“Angelina has demonstrated a true understanding of what is required to make a channel program the best in the industry. She utilizes all the tools available and demands her people to support the agents in the field. The channel program at Premiere is by far the best in telecom.”
-- Art Grassing, President, AMG Systems Inc., Master Agent
“Angelina has demonstrated on a regular basis a willingness to help and assist to close business and deliver the best customer service in the industry. She is absolutely one of the top telecommunications professionals I've ever worked with.”
-- Tim Dawson, VP Telecom Division, Drive Technology Group, Independent Agent |
