Janice Savage

On a typical day, I'm definitely involved in a lot of enablement and training for our partners. Depending on if I'm traveling, that might be face-to-face engagement or virtual on-the-phone engagement, where I'm walking through either an established partner or a new partner on how to work with IGEL. I go through an onboarding process with them, covering what training looks like, what the requirements look like for our programs, enabling them with any type of marketing materials they need, and ensuring that they know who our sales reps are and the territory coverage. If it's an established partner, I'm going through a lot of metrics with them, telling them where they are today with their revenue goals, going through their pipeline to see how we're going to get to those revenue goals, and going through their certification requirements to make sure they're meeting those and that there's not any gaps. I also talk to our alliance vendors on a regular basis, other vendors that work with IGEL, about solution selling and how their messaging and IGEL messaging works together, and how we can use that with partners to improve the mindshare and wallet share of not only IGEL but them as well. I talk to our leadership team about how the partners are doing, giving them an update of what's going on in the channel. I work with our marketing team to see what collateral we have, what we need, and upcoming events to make sure we have coverage. I also talk to our sales reps on a daily basis when they have questions about a partner or specific deals, and I might dig into those deals with them to establish if our sales cycle has fallen behind and what we can do to progress that.