New Jenne Cloud Sales SVP: ‘We’re Not Just a UCaaS Provider’
… want to move away from it. And other companies have done that as well, and I applaud them for doing that. But I’m proud and I’m happy that we’re that we’re making that change. And I think it’s something that needs to be done.
CF: Do you think that rebrand adds clarity from a business perspective? Perhaps for a VAR partner that’s not used to that particular [brokerage] model?
SB: Yeah, there is a segment of MSPs, VARs and resellers that have been traditionally working for a distributor, and they’re new to the cloud brokerage model. They’re new to residual; they’re new to SPIFFs. That whole model is brand-new to them. This kind of let them see see that there is separate division of those solutions. I think it identifies the cloud brokerage seats more, which is really good. I think it will work in our favor. For those opportunities, they’ll be able to identify with Jenne, “Hey, this is the division that I need for these types of products.” It breaks it down for them.
CF: Jenne recently partnered with Zoom and several other vendors. Could you talk about the growth of the company’s supplier portfolio?
SB: It’s been really exciting. Since I’ve gotten here, I’ve probably heard from about 12-15 different providers in the cloud space. Many of them want to be involved. A lot of them want to be in the partner portfolio. They want to be a cloud option to a lot of our partners. Zoom is one of them, which is really exciting. That came about a month before I started. We have a lot of exciting ones, and those are changing. We’re not just a UCaaS provider. Now we’re moving more into IoT, and we’re moving more into security, even into network and contact center. For these opportunities our partners are running into on a daily basis, they’ll be able to leverage the Jenne channel team with these types of solutions and win those opportunities.
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CF: How is Jenne is differentiating itself from other distributors and brokerages? What is your sweet spot?
SB: I would say any partner that has a combination of cloud services and equipment needs for their clients. Many of the [brokerages], as you know, are only supplying the these cloud services. And many of them are not even offering a reseller model to their partners. We can provide the equipment, we can provide cloud services and we can even provide a reseller option for some of our partners that want to offer that kind of solution. In addition to that, we have a dedicated team for cloud services. We have a dedicated team for equipment needs, that owns the support for any partner that does is trying to win an opportunity.
CF: Is there anything else you want to add?
SB: I’m just really excited to be here. Jenne was one of many companies that I was getting approached by about an opportunity, and the culture here and team leadership has been pretty awesome. So I’m very excited about the opportunity. And we’re actually growing our team quite a bit here too. We just had two senior partner manager start. One is Dexter Cameron out of Atlanta, covering the Northeast. And then Chuck Kelly is based in Florida. He’ll cover the Southeast. And many more to come.
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