The channel is a bit a new to PCM but according to Paul Harrold, VP of Collaboration they put emphasis on it since they started their collaboration practice which was covered in a recent post.
“We think it is important to align with the channel, understand their offerings, their salesforce and then understand the brokering of the relationship between PCM account managers and channel,” he explained.”
He told us they’ve added channel experts to their marketing team to support their sales force and provide channel resources and engagement.
The super-dynamic Paul Harrold (pictured left, Your’s Truly on the right)
We asked Paul why the channel chooses his solution over others and he said, “The depth and breadth of our overall offerings are why the channel chooses us – from video and collaboration endpoints which tie into channel partner offerings.” He continued, “We have 1,200 tech resources to support the channel and internal account managers.”
He further explained they have coverage across the U.S. and Canada.
“We are working to be diverse as possible with our channel offering and working with the channel allows us to do that,” he exclaimed. “From consulting to procurement and delivery, we can source it all internally and through our partner network. At the end of the day. we provide a very positive customer experience for our customers”
He told us they have case studies from on-premise to cloud to help with the transition, allowing customers to understand how and when they will save money.
In conclusion, Paul explained PCM wants the market to understand they are serious about this market and they are doing everything to help customers as they grow.
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