Title: Director, Business Development
Years in current position: 1
Years with current company: 1
Years in the indirect channel: 10
Past jobs in the indirect channel: Channel Development, Technical Channel Development, Channel Sales and Sales Engineering
Annual revenue responsibility: $5 million and growing
Main channel goal:
“Change the way channel distribution operates by moving from a carrier-controlled environment into a true partnership including equity and its reciprocal commitment with ‘Black Card Concierge Service.’”
Biggest challenge:
“1. Anticipating external factors that could impact the industry. 2. Getting organizations to change the way they view and do business traditionally with carriers. Our entire model and approach is different from they way they are used to operating. Bridging that gap between a strategic vision and tactical execution is more complicated to get off the ground, but more valuable in the long run for all parties involved.”
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.
“Since 1996, McGraw has operated exclusively distributing through indirect channels and this will remain McGraw’s primary objective. We have made some significant enhancements around channel support both programmatically and tactically which I believe will help us to recruit, engage and retain top level partners in 2008. We have implemented a unique and robust support team. This will ensure that partners can leverage many levels of “best in class” support to fit their business needs and needs of their customers. Our goal is to be the primary source of telecommunications-related products and services for our partners and are poised to augment their expertise in this area. We are changing the way carriers and partners view indirect channels.”
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?
“I have held many leadership positions at the various companies that I have worked for. I was the third employee in the channel at Qwest and was intimately involved in developing that program into what it is today. In addition, I developed a newly created channel for Level 3 that was targeting a more sophisticated partner (until Level 3 decided to focus on their core business and wholesale markets). It is my continued goal to change the way carriers and partners integrate and enable mutual success. Working jointly with partners, I have been able to bring large accounts on board, therefore demonstrating mutually beneficial results. I have provided a catalyst that allowed a change in corporate culture that gave partners the opportunity to work in conjunction with global and strategic accounts. I have been successful in building channel programs that opened revenue streams and products to the partner community.”
Why do you consider yourself to be innovative in bringing new ideas to the channel?
“My experience with multiple channel programs across multiple technologies has afforded me visibility on best practices and challenges. Therefore, I have the knowledge to take a best-of-breed approach in creating new programs that benefit the channel life cycle. I will continue to maintain a disruptive approach to the status quo.”
To what extent do you engage in activities to promote or advance the channel?
“Fostering a symbiotic channel partner relationship where partners get what they need and businesses succeed. I like to take a grass roots approach to soliciting and acting on partner and customer feedback when making program enhancements.”
Favorite thing to do on the weekend: Watch college football
Furthest he’s been from home: Rio de Janeiro, Brazil
Favorite dessert: Any kind of Cobbler
Voted “Most Likely” to do in high school: Become a professional rodeo cowboy
Brush with fame: Played craps with John McCain at the Bellagio Hotel in Las Vegas
What others are saying about Cody:
“Cody is an excellent partner: he clearly presents what his company can do and makes sure that the company delivers. He clearly understands his industry and is willing and able to adapt standardized programs to fit custom situations. He’s always positive and upbeat and is a pleasure to work with.”
-- Howard Stone, Divisional VP, Partner Relations, mindSHIFT Technologies, Inc. / Invision, Managed Service Provider / Hosting and connectivity applications
“Cody Calhoun has provided my firm with outstanding effort. His relationships with service providers and technical experience allow us to provide more elegant solutions to our clients. Cody has vast knowledge in IP networking as it relates to converged network solutions. These are areas which all clients require assistance and guidance. Cody can recommend solutions for today's market, but more importantly, he can recommend solutions for the future.”
-- Trish Van de Bovenkamp, President, United Technology, Independent Agent |
