Feet on the street: Industry leader shakes up distribution approach, signals hands on involvement in helping sellers sell Snom products.
TR’s Doug Green joins Marc Magliano, Vice President of Channel Business at Snom Americas om a special podcast. Watch below.“Feet on the street to help drive resellers to our distributors, and feet on the street to enable our distributors,” says Marc Magliano, Vice President of Channel Business at Snom Americas. In this podcast, Marc lays out a refreshed vision of charging up the Snom distribution system and turning it into an engine of growth for all the constituent partners, dealers, and distributors. Marc describes this as a push-pull ecosystem, which he sees as “… what you want for a healthy channel.” Discussing achieving the right mix of people, product and kinetic energy, Marc tells us that he’s taking a very hands-on approach. “When you get that trust from your channel, based on those relationships, the sky is the limit.”
Sell with you, not to you.
A notable part of the strategy and culture Marc is building, is a based on a new take on the us and them variable. Marc sees Snom as selling with their partners in the field vs selling to them. He tells us that his team and strategy are curated around a ‘with you’ stance, where channel companies are in an active partnership. Stronger relationships are set to grow margins and fewer mistakes.
Verticalization: Retail, Automotive, Hospitality, Hospital
Snom is seeing strong demand especially in several retail, automotive, hospitality and hospital verticals. Marc ties this to Snom’s advanced work in DECT technology and how DECT matches the needs of places with cabling and wiring challenges. Snom is gearing up to help their partners in the field craft solutions that match up to specific vertical challenges.
Snom is a leading provider of cutting-edge communication solutions, offering innovative products and technology to enhance remote collaboration. With a focus on user-friendly design and superior audio quality, Snom’s products are trusted by businesses worldwide.
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