Profile: tw telecom’s Dale Kammerich, a CHEXOTY Finalist
Meet Dale Kammerich of tw telecom, one of nine finalists for 2012 Channel Executive of the Year.
Vice President of Channel Sales
tw telecom inc.
Years in current position: 4
Years with current company: 6
Years in the indirect channel: 13
Annual revenue responsibility: Just under $5 million
What makes you stand out as a top channel executive and leader?
Experience in this industry with local and national leadership background combined with a positive outlook. However, my family and my team are the real contributors in any success that comes my way.
What key initiatives did you spearhead in 2011 that culminated in improvements for your channel partners?
- Improved partner engagement and overall communications
- Created webinars and channel manager-led training to articulate the tw telecom value proposition. While this may be considered a basic requirement of a successful program, the content and training formats were created based on feedback from our partners. We continue to listen and evolve to provide value for our partners.
- Established the Advisory Council and the Ambassador Club to reward and recognize our top performers and facilitate valuable feedback that will guide us as we evolve our program
- Shifted our channel management to support both local and national relationships. This change was the direct result of feedback we received from many of our partners.
- Developed and executed a strategic channel marketing plan including outward-facing, consistent communications aimed to engage, educate and inform our partners
What are your three main goals for your channel program in 2012?
- Continue to evolve our program by enhancing visibility and control, including automation, for our partners.
- Scale our dedicated support teams to support and meet the growing demand.
- Capture new strategic demand … created from the introduction of cloud and applications.
