Carl Katz: TCG ‘Not Beholden’ to Private Equity
… having one of the lowest supplier rates. It just shows you that it’s all about relationships. It’s all about working together, the technology broker and suppliers working together out in the field. Creating local events, creating educational events and making introductions on both ends. At the end of the day, it comes down to the local people on both sides creating those partnerships.
CF: What experience and insight did you gain from working at Nextiva and ThreatProtector?
CK: What I bring to the table as a leader in the technology space is my 25 years of experience from both the supplier and technology broker perspective. I’ve been in the channel many years. I understand like competitors and the technology broker space. And I understand pretty much all of the suppliers, what they do well, and of course, what could be improved. I plan on implementing strong structure at TCG to help the partners gain superior support while giving them the ability to go deeper and wider within their customer base. Those partners do a great job at gaining the trust of the customer and making the first sale, but they can use assistance with understanding all the technologies and products available for them to sell in order to gain additional MRR.
One of my goals at TCG will be to provide partners with the knowledge and support to sell more new opportunities while going deeper within their existing base. Of course, creating a strong structure and programs with our suppliers’ assistance will be a top priority as well.
I have supplier experience in network, UCaaS and cybersecurity, which means that I can provide our partners with an understanding of how to sell and market these technologies to their customers. Coming directly from a cybersecurity company, I understand that every company of every size needs at least one cybersecurity product. Partners who are looking to gain access to the customer should use cybersecurity to land and expand within that customer. Even selling basic endpoint protection or security awareness training can facilitate a strong conversation and lead to other types of opportunities within that customer, such as UCaaS, SD-WAN, network, desktop as a service and much more.
CF: Is here anything else you want to share to TCG agents reading this?
CK: I’m very excited to work with every TCG partner to help them facilitate growth within their customer base and access new customers. I will make myself available to every TCG agent and supplier to conduct a business review on how we can increase our mutual business.
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