Eric Martorano, CRO of Intermedia, Recognized as one of CRN’s Most Influential Channel Chiefs
Hot on the heels of the availability launch of Intermedia Unite™, I am thrilled to announce that CRN®, a brand of The Channel Company, has once again named our CRO Eric Martorano, to its prestigious list of the “50 Most Influential Channel Chiefs”. The executives on this annual list represent top leaders in the IT channel who excel at driving growth and revenue in their organization through channel partners.
Channel Chief honorees are selected by CRN’s editorial staff on the basis of their professional achievements, standing in the industry, dedication to the channel partner community, and strategies for driving future growth and innovation. Each of the 2018 Channel Chiefs has demonstrated loyalty and ongoing support for the IT channel by consistently promoting, defending and executing outstanding channel partner programs.
This is a well-deserved achievement. In January 2017, Intermedia increased investments across nearly every sales function, including inbound sales, field sales, sales enablement and engineering, distribution and strategic communities, sales operations, and business and partner development. We added more sales enablement tools. We made it possible for our sales team to engage more deeply by decreasing the number of partners managed by each representative. We established a field channel program to give high performing partners access to local representatives to help them scale more rapidly. Further, in August 2017, we took our premier partner program up another notch with a new tiered program designed to reward partners the more they sell.
With Eric at the helm, Intermedia’s channel business has scaled at an accelerated rate, including more than 80% of our sales coming through the channel today – up from 70% at the start of 2017. Eric has already gotten 2018 off to a fantastic start with the launch of Intermedia Unite, which makes UCaaS easy for partners to sell, provision, install, and support under their own brand or ours.
“The executives on CRN’s 2018 Channel Chiefs list stand out for their exceptional leadership, vision, and commitment to the channel,” said Robert Faletra, Executive Chairman of The Channel Company. “These individuals deserve special recognition for their development and support of robust partner programs, innovative business strategy and significant contribution to the overall health of a vigorously growing channel. We applaud each Channel Chief’s impressive record of accomplishments and look forward to their future successes.”
When I asked Eric what the best piece of business-related advice he’s been given, he smiled and said: “My dad used to always say ‘There’s no such thing as luck; success is a result of when preparation meets opportunity.’ My dad instilled the importance of values in me at an early age, showing me how they apply to every area of life. He was a strong leader. In business, he was a self-starter, and never gave up regardless of obstacles. He taught me to be thoughtful in every approach and to take calculated risks, understanding the potential outcome.”