Join Jody Elkins, Insentra’s President of the Americas region, as he explains exactly what it means to be 100% channel focused and how he met his business sole mate!
TIMELINE / KEY POINTS:
0.14 – Discovering the problem
1.29 – 100% channel focused
2.05 – Cloud and collaboration
2.32 – Predictive insights and analytics
3.20 – Shared risk shared reward
READ THE TRANSCRIPT
Hi! My name is Jody Elkins and I am the President for the America’s region for Insentra. Running a partner for a number of years I ran into a pretty consistent problem that I think any partner out there, this would resonate with. There were two things that I struggled with. First and foremost – do we have the right presales resources at the right time, with the right skill sets to put into a presales situation. If you could solve that problem and we could get the right presales assigned to the right client at the right time and we were lucky enough to close the deal – fantastic, happy days! Now we go onto the second problem that just about every partner had, unless you are really really managing your forecast, which very few partners are in managing your bench. The question is do I have the right resource with the right skills to deliver the project. So it is a concept problem, it’s a cashflow issue, its an investment challenge, it’s a risk issue for every partner out there. And so I wanted to try and solve that problem.
I met a guy name Ronnie Altit through mutual friends one time. We started discussing this. He told me about the background of his organization. It was exactly what I just formed my own company to try to address. And I like to call Ronnie my business sole mate. That’s exactly how Insentra formed seven and a half years ago, to solve those very specific problems.
And the way that Insentra operates is quite unique. I have worked with a lot of vendors, running a partner on a daily basis that came to me and told me they were 100% channel focused. And really what that meant nine times out of ten in the vendor community is that they are channel focused, channel committed, right up until they find a deal they need to or want to take direct. Every partner out there has that experience. And has that experience multiple times.
At Insentra we are 100% channel focused. We are committed to that. We were born that way to solve these two problems. The only way you can solve those problems is being noncompetitive and never ever, without exception, taking a deal direct.
A couple of core areas for us is definitely Cloud and Collaboration. That is just a fancy way of saying everything Microsoft. From infrastructure on-prem all the way into the cloud – that is a core focus for us. It is also important to understand we don’t try to be all things to all people. We are everything but a subcontractor. We try to focus on the things we do very very well. Those are few are far between.
Another practice we are driving hard in the States is around Managed Services. We have a solution called Predictive Insights and Analytics that is quite unique. Organisations had the right intent, they wanted to understand what was happening in their environment more effectively. They wanted to understand what the user experience was and so there is a plethora of tools that do that and they would go out and buy the tool thinking it was going to solve their problem. And outside of the Enterprise space, I have never seen an organization with that decision and that action actually address the problem. And so we saw that and developed a Managed Service Solution that takes all of the hard work out of that. You can buy a service now on a monthly per user basis that actually tells you a couple of things. What your user experience is actually like and specifically what you need to do in order to improve it or maintain it.
Partnership for us is shared risk, shared reward. So when a partner organization is trying to drive a new revenue stream or trying to build a struggling practice or trying to replace people in a practice they have a problem finding presales resources. So, How do you solve that problem? We solve that problem by partnering. We actually provide presales resources at no cost and at no risk to the partner. What that means to a partner is if we have missed something in the scope because we have not done our job effectively, we own that. We fix that at no cost to the partner, at no cost to the client. It is a very unique operating model and that’s what makes us most unique.