2017 Channel Chiefs Details


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Colin Roe

Chief Services Officer
Global Convergence, Inc.


Fun Facts: (Click any link for similar Chiefs.)
Has Worked As A Waiter/Waitress
Has Worked In A Solution Provider Organization
Loves To Go Camping

Who is your favorite fictional character and why? I like the Terminator series and characters for a number of reasons. First, from the late 1980s I was involved in selling and supporting 3D software and one of those applications is what we now know as Disney Pixar. I have seen the progression and evolution of this type of CGI over the years and continue to be amazed at what can be created and presented on the big screen. Even looking at how my own children grew up with these early versions of animation and CGI to what my granddaughter is getting today makes me wonder - what's next?

Number of years in current channel chief role: 1

Number of years with the company: 1

Number of years involved with indirect sales: 1

Reports to: Jim Bradshaw, CEO/President

Does that individual report to the CEO/president: Direct Report to CEO/President

Worldwide Channel Partners: N/A

North American Channel Partners: N/A

Number of employees in channel organization: N/A

Company's percentage of revenue from solution providers: N/A

Bio and Background:
As SVP of Global Services Operations, Colin is responsible for leading GCI's global integrated services strategy. Colin comes to us with extensive experience in global sales and service operations. Colin joined GCI from Dimension Data-Europe where he was a significant driver of an initiative to build, formalize and standardize processes for seamless ITO and Enterprise service delivery to meet customer requirements globally. Prior to that he held various leadership roles at NextiraOne UK and GFI Informatics UK. During the past 20 years Colin has been primarily involved with organizations where mergers and acquisitions have driven the need for business change leading to migration, transition and transformation of services.

List up to 10 of your top products/services sold through North American channel partners:
1. SERVICE nFusion, professional IT services 2. SECURITY nFusion leveraging Gigamon GigaSECURE security delivery platform 3. IT nFusion, a financing program for Solution Providers to offer XaaS fusing hardware, software, licensing and services into a packaged monthly subscription model 4. Global Supply Chain Services (Joint Venture with Flash Global) 5. Enterprise Mobility solutions 6. Network Visibility solutions 7. SDN solutions 8. Security solutions 9. Unified Communications and Collaboration 10. Network bandwidth management and optimization solutions Our global IT professional services are offered in 170 countries.

Name your partner organization's top accomplishments in the channel over the past year and specify the role you personally played in them:
Supporting our mission as the preeminent Global Services and Solution Supply Chain destination, offering a full channel-driven IT services portfolio, GCI supported Gigamon earlier this year when they introduced #wefightsmart leveraging GigaSECURE and their security ecosystem partners to combat cybersecurity threats. GCI announced SECURITY nFusion, a solution integration program expanding the ability for our Solution Providers to offer integrated, optimized, multi-product, security-centric implementation services around the Gigamon GigaSECURE and its top ecosystem partner solutions. Additionally, GCI inked a global distribution agreement with QCT (Quanta Cloud Technology), an advanced hardware and integrated systems provider to cloud datacenters worldwide to support the channel’s increased demand for leading edge technology solutions such as Software Defined Networking (SDN) and Software Defined Infrastructure (SDI). Finally, GCI worked with Flash Global to form a joint venture: Flash Global Convergence (FGC) to deliver an enhanced suite of global services and supply chain management meeting increased demand for integrated global support for partners and customers globally with instant scalability. Colin was instrumental in enhancing these strategic relationships, and personally worked to ensure our professional services delivery team received the proper training and certifications required for Professional Services Delivery.

Describe how your partner community has grown over the past year either in average revenue per partner or overall expansion of your partner base or in specific market segments:
2016 was another pivotal year for expansion for GCI with continued execution of our global growth strategy. GCI announced the expansion of our European Operations in Cluj-Napoca, Romania. In a world where Solution Providers are being called on to support IT projects for clients globally, GCI continued investments in infrastructure, doubling the size of the MSC (Managed Service Center) and NOC (Network Operations Center) providing 7x24x365 multi-lingual support for GCI partners throughout EMEA, APAC and LATAM. Additionally there is space for SDM (Service Delivery Management), PMO (Project Management Office) and GPM (Global Partner Management).

Provide one example of how you personally worked to help or solve a problem for a solution provider over the last 12 months:
Providing services in support of a highly respected and valued children's hospital on a national basis where consistency, quality and continual experience were key ingredients for future success. Having undertaken a review of who we engaged in the past I led a new initiative to build a dedicated team that would ensure the three key ingredients would be achieved. This involved the nomination and alignment of skills from within the PMO and MSO organizations . Regular governance was also an important factor and the alignment with peer to peer stakeholders is testament to the overall success.

Do you expect your channel sales as a percentage of your company's overall sales to increase, stay the same or decrease over the next 12 months:
Increase

Do you expect the number of channel partners you work with to increase, stay about the same or decrease within the next 12 months:
Increase

What are your top channel goals for 2017?:
Add more qualified partners
Increase the amount of professional services going through partners
Increase the amount of net new accounts coming through partners
Name the single most innovative initiative for which you and/or your team were responsible in 2016:
The two most innovative entries for our channel community were SECURITY nFusion and SERVICE nFusion. First, SECURITY nFusion, a new services solutions program that leverages the Gigamon GigaSECURE Security Delivery Platform and Gigamon Security Ecosystem partner solutions to combat cybersecurity threats. SECURITY nFusion is a solution integration program expanding the ability for our Solution Providers to offer integrated, optimized, multi-product, security-centric implementation services around the Gigamon GigaSECURE and its top ecosystem partner solutions. And, SERVICE nFusion, a key component of our Preferred Partner Program. This services-centric program is designed to deliver programs to qualified partners that accelerate their revenue. GCI works with partners to design high-volume, repetitive service programs that allow partners to focus on specific technology growth areas within their business practice that they want to accelerate. The foundation of the program is SERVICE nFusion. This application, developed largely by GCI, allows qualified partners to quote complicated service program engagements on the fly and in their own format. The output can be sent to any mobile or smart device anywhere, anytime, almost instantaneously in an editable professional format that can be eSigned upon acceptance.

What were the key channel/partner investments you made over the past year?
1. Expansion of our European Operations in Cluj-Napoca, Romania. GCI continued investments in infrastructure, doubling the size of the MSC (Managed Service Center) and NOC (Network Operations Center) providing 7x24x365 multi-lingual support for GCI partners throughout EMEA, APAC and LATAM. 2. Joint venture with Flash Global: Flash Global Convergence (FGC) to deliver an enhanced suite of global services and supply chain management meeting increased demand for integrated global support for partners. 3. GCI continues to actively invest in exceptional talent. One example is GCI's appointment of Colin Roe. GCI to spearhead our Global Sales and Integrated Services Delivery Strategy.

If you were starting a solution provider today, what would that business focus on and why?
If I were to start a solution provider business today, it would be a Strategic Services Provider focused on security ecosystem integration solutions. Security is such a hot vertical right now and will only continue to grow as companies struggle to keep their networks secure as more devices get connected due to the continued mobilization of their workforce and the emergence of IoT. Specifically, companies struggle to determine how to effectively integrate multi-vendor solutions and how to optimize those solutions for their particular needs.

What is your advice to someone getting into the channel today?
Always keep customers first. Reputation is everything. To facilitate ongoing and meaningful conversations, GCI recently rolled out a new survey platform to ensure ongoing feedback and communication within all of our valued partner relationshipsStrategic Vendor Partners, Service Ecosystem Partners, Business Partners, and Solution Provider Partners. Another example of keeping customers first is our best practices specific to services delivery. GCI offers a clear definition of what we will provide (statement of work), Service Level Agreements, Logistics and a keen focus on meeting or exceeding our commitments. GCI is about enabling partners for success with seamless solutions integration for the channel.

What is the best business book you read this year and why?
Roger Conners and Tom Smith in their series "How Did That Happen" is a great read and memory jogger. In today's global environment there are some pretty fundamental topics that are covered to aid any business meet their goals. For me one of the key subjects is Accountability and this book has many good examples to work from. As a re-fresher I also went back over an old favourite of mine which is Marcus Buckingham's "Go Put Your Strengths To Work". I am a big advocate of working with people's strengths and this whole program is focused in this way.

If you could have any person, living or dead, as your mentor, who would it be and why?
My mentor is a long-standing friend and past colleague who I have known for 35+ years. His name is Steven Skakel who like me is a fellow Scotsman where our careers and values both in and out of business follow similar paths. The whole honesty, integrity and trust values are at the core. Added to that would be expectation and going that extra mile to make the difference. Leading by example is also a trademark of his mentoring which I value immensely.


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