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Channel Stalwart Ken Archer On His Exec Role At Nectar, The Red Hot UC Market And Making The Most Of Microsoft, Cisco Relationships

New Nectar executive Ken Archer spoke with CRN about recruiting partners to the network monitoring and performance management firm and how he'll attack the booming unified communications market.

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Channel Bullseye

He's only been on the job a few days, but Ken Archer is already planning a partner recruitment blitz and the addition of partner enablement resources at Nectar Services Corp.

The network monitoring and performance management firm announced today that Archer, a channel veteran who has held high-level positions at industry giants like Hewlett-Packard Enterprise and Avaya, has been named Chief Revenue Officer at the Jericho, N.Y., firm.

In his new position, Archer will oversee all routes to market for Nectar, including all global channels, making him the company's de-facto channel chief.

Archer's relationship with Nectar runs deep. When he was at Avaya between 2005 and 2007, he nurtured a relationship with Nectar based on a deeply held belief that its technology and its ability to enhance channel partners' value proposition among clients undergoing fundamental changes in the way they operate their businesses. Those early days led to Nectar's deep relationships with both Microsoft and Cisco and an enviable position in the red-hot unified communications market.

As chief revenue officer, Archer, who spent the better part of the last decade at HPE, is in a position to accelerate Nectar's vision through a rock-solid commitment to its partners through increased enablement resources and a new program structure based on which regions partners work in.

What follows is an edited excerpt of CRN's conversation with Archer.

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