CRN has named TierPoint Vice President of Channel Kenny Ash a 2018 CRN Channel Chief, one of the 50 most influential executives “that drive the channel agenda and evangelize the importance of channel partnerships.” It’s an honor for TierPoint, Kenny, and our national channel sales team to have Kenny recognized as part of this elite group of channel professionals. You can read more in CRN’s 2018 Channel Chiefs: The 50 Most Influential.
TierPoint values its strong channel partnerships. This is demonstrated by the growing percentage of our business referred to us by our channel partners and the growing number of channel companies choosing to partner with us. TierPoint continues to strengthen our channel in dynamic ways. I asked Kenny to provide us with an update on what’s happening in TierPoint’s partner channel organization.
It has been an exciting and productive 16 months since I joined TierPoint’s national channel sales team in late 2016. TierPoint has a customer-first culture and entrepreneurial spirit, with strong leadership at our senior executive level. These are key ingredients when looking to build out a successful channel program that we are proud to deliver to the market.
In 2017 we made great strides in delivering a world-class national channel program that our partners can confidently leverage to increase mindshare and overall revenue as they continue to focus on more XaaS (Anything-as-a Service) offerings going forward.
Channel partners look for ways to be viewed as trusted advisors, providing guidance and expertise wherever their customer or prospect is on their digital transformation journey. With explosive growth in many key areas of cloud computing, security, connectivity, and managed services across the industry, it can be overwhelming to know which organizations can meet a prospect’s current and future needs.
Understanding the partners’ perspective, a key methodology we have incorporated into our channel is our “win at the whiteboard approach” when collaborating with our partners in the field. This involves the collaboration of in-market sales and engineering resources nationwide, along with management and oversight from our experienced channel overlay team, which provides streamlined enablement and direction in each region across the country.
[Channel Success Story: Global Corporate Travel Manager Extends Its Reach]
TierPoint’s ability to meet the customer where they are in their hybrid IT journey is a key differentiator contributing to our success and the explosive growth we are experiencing within the channel. We strive to enable our partners to help customers streamline and manage current investments while providing industry-leading solutions to take them into the future.
Customer needs often call for a mix of colocation, private cloud, public cloud, disaster recovery, managed services and security services, so TierPoint provides a suite of offerings that partners can utilize to build out long-term plans for their customers, which ultimately marks them as the go-to partner for future projects.
A key focus for us this year is making strategic investments to help provide even more enablement and collaboration within TierPoint’s partner ecosystem. It is my continued goal to ensure that when they work with TierPoint, our partners benefit from an industry-leading channel program that is invested in them, exemplifies our culture, and has the people to provide a superior experience.
If you’d like to learn more about the channel program at TierPoint and to discuss how we might work towards a partnership, reach out to our team here.
Kenny Ash is Vice President, Channel for TierPoint. He is responsible for leading TierPoint’s channel sales nationally, working closely with the company’s six channel directors to develop, educate and enable partners, ensuring alignment with the company’s direct sales team and recruiting new partners. Kenny’s experience spans over 10 years of sales and channel business development experience.