VP, Sales, Mid-Enterprise
Hewlett Packard Enterprise
In Sood’s sales leadership role, she declared that her organization is 100 percent channel route to market. She implemented a “Go to Partner” program that creates trust between sales team and partners to acquire new customers.
Years In Position: 2
Years In Channel: 9
How have you personally helped advance your company's channel business over the past year? With developing the Go to Partner program, we acquired over 1500 new customers last year. We also demonstrated loyalty to our partners and helped to grow each other's business. This program and partnership demonstrated a strong sense of joint accountability as well as willingness to share information and develop strategic plans as one collective team. My business grew 10% y/y with margin growth as well.
What are your goals for your company's channel business over the next year? My goal is to gain 2-4% incremental share of wallet in partnership with our channel community. We will do this together by hunting and focusing on net, new customers. The Go to Partner program I implemented will drive the two way accountability. The program encompasses marketing demand generation, customer acquisition events and agreed upon acquisition targets to focus on.
What's the key to success for your channel partners in 2019? Key is to be committed, engaged and to create a true partnership. My sales team shows up every day at partners' offices and work together to win more business. You can't just say it, you need to walk the talk. I believe in creating strong relationships and doing that with our channel partners is key.