Ronnie Altit, Steven Boi and Itzik Gur talk about being Partner Obsessed and the core values of Insentra in being a partner in the organisation.
TIMELINE / KEY POINTS:
0.15 – How Insentra came about
1.20 – 100% channel based – what is most important
1.56 – Our core values
2.40 – Collaboration and genuine partnerships
2.53 – What we stand for- #partnerobsessed
3.17 – Delivering exceptional service
READ THE TRANSCRIPT
Ronnie Altit: The reason why Insentra started as partner only was about 9 or 10 years ago when I was working in a large integrator. We’d always run into the same two problems. We either didn’t have presales resource when we needed them. If we did have presales resource and we were successful in winning an engagement, customers will take 6-12 months to place a PO, God love them. Then they place the PO and expect us to start in 6-12 hours, maybe 6-12 days.
Reality is, we were like 6-12 weeks. We had so much backlog at work. It was hard to find resources, so I looked at this. Apart from anything else, I actually got annoyed by the constant request for, “Ronnie, we’ve got this problem. We can’t resource this, we can’t resource this, we can’t resource this.” That’s when I sat back with Steve and with Itzik, “Can we look at this?” He said, “You know what, if we had this problem, and we’re a large integrator, this problem must be rife throughout the entire industry.”
Literally, it became a, “There must be a better way.” That better way is what, indeed, became Insentra. The way it became the better way, and that’s indeed what created the partner only model, was we wanted to be Switzerland. We wanted to be 100% noncompetitive to the channel. Therefore, to be noncompetitive to the channel, we couldn’t sell direct. We don’t sell direct, we won’t sell direct.
100% CHANNEL BASED
Steve Boi: Insentra’s unique business model is that we are 100% channel. We transact through the channel, we rely heavily on the channel, we collaborate with the channel on a day-to-day basis. In fact, so much so that it runs through our veins. Part of the DNA is the company. The journey of us building a trusted and loyal channel base has been really interesting over the last seven years since we set up the company.
If I had to knot it down to the single most important thing, it would be consistent behavior from us with our channel partners, and operating in an incredibly ethical and open manner. Predictability is what the channel looks for from a partner.
OUR CORE VALEUS
Itzik Gur: Our core values of honesty, integrity and trust play an integral part in being a partner on the organization. We say certain things, and we follow them. We have rules of engagement, we’ll follow them. We’re not going to deviate from them. We keep having to come back to honesty, to integrity and trust to continue our relationship.
Ronnie Altit: There is no doubt that trust is at the forefront. Trust is at the core of any good partner relationship. I think as well, it’s got to be things like shared risk, shared reward. What I say to our partners when we really start to strategically engage with each other is they should see ourselves as an extension of their own internal team. If we are going to help them build and grow their business, then really it’s about how do we help build and grow each other’s businesses. How do we go through the tough times together? Because you know what, it’s services.
COLLABORATION AND GENIUNE PARTNERSHIPS
Ronnie Altit: There’s always going to be a problem. It’s at that point that the true sense of working together to achieve an outcome for a client is really put to the test. That to me is true partnering.
WHAT WE STAND FOR
Steve Boi: Last year, the year before we started to look at what are some of the messaging we want to take to our partner community. Just to reinforce our business model and the way we operate. The words that came to us at the time were partner obsessed. We thought that those two words really captured the essence of what our business was about. Effectively, what it means is that we are partner driven in everything that we do in our behaviors, in our communication, and in the outcomes that we deliver.
Itzik Gur: As a partner in the organization, we have multiple stakeholders we need to amaze. We’ve got the partner that they’ve entrust us with their clients, and we have the end user that we need to make sure that we provide the best business outcome for them and for the users.
Ronnie Altit: Our objective is not to upset the channel. It’s to be as partner friendly as we possibly can be, and to operate with honesty and integrity. Because it’s those two things that will build the trust, and partnering is all about trust.
ABOUT RONNIE ALTIT
The Visionary, Chief Executive Officer
ABOUT STEVE BOI
The Relationship Builder, Sales Director
Co-founder Steven leads Insentra’s sales operations and is responsible for helping Insentra’s partners improve their services offering and maximise their services revenue.
ABOUT ITZIK GUR
The Orchestrator, Chief Technology Officer
Co-founder Itzik is responsible for the introduction of new technology to the business and the delivery of exceptional services for Insentra’s clients.