Vonage is expanding its channel leadership team with the addition of Mario DeRiggi, previously with Windstream, as senior vice president of national channel sales and operations.

Bob Crissman, Vonage’s senior vice president and channel chief, has taken on a new role where he will be focused on building out the company’s transactional channel and leading the western United States, where he has “an extensive network of partners that he has added to the Vonage Partner Network in the past year,” according to the company.

Crissman will continue his work with Vonage’s network of master agents, subagents, ISVs, VARs and other resellers to deliver go-to-market strategies to meet customers’ needs. He joined Vonage in September of last year.

With more than 25 years of experience in building sales channels and programs for business cloud services from the ground up, DeRiggi’s experience in these areas will further advance Vonage’s channel program, the company said.

Vonage’s Mario DeRiggi

Prior to joining Vonage, DeRiggi served as executive vice president at Broadview Networks (now Windstream), where he drove UCaaS, cloud and managed-services sales among enterprise customers across all sales channels, as well as go-to-market strategies, channel sales support, technical service, training and customer support.

He also has held executive sales, marketing and operations roles at various software and communications companies including 10N2 Technologies, PaeTec, Cablevision Lightpath, WinStar Communications and AT&T.

“Vonage has experienced significant growth over the last year in channel sales, and we are continuing to invest in our channel leadership to keep this momentum going,” said Kenny Wyatt, Vonage’s chief revenue officer. “Mario’s deep experience in the channel and vast knowledge of the cloud and business communications space will help Vonage continue to enhance the solutions, tools and support partners need to help their customers drive better business outcomes.”

In a Q&A with Channel Partners, DeRiggi talks about why he wanted to join Vonage and what he hopes to accomplish in his new role.

Channel Partners: Why did you want to take this position?

Mario DeRiggi: When I was looking for my next opportunity, I was focused on a company that had truly industry-leading technology that could change the way customers solve their business-communications needs. Nothing came close to the ability, technology and software that Vonage offers its customers. Vonage is transforming the way businesses communicate and operate and I am thrilled to join the team.

CP: What’s your take on Vonage’s partner program and channel strategy? Are changes needed?

MD: Vonage has a tremendous channel program built on an extremely solid foundation. My goal is to continue this momentum, building on this foundation to dramatically increase our distribution. I see areas of opportunity through both traditional partnerships and other channels, as well as going deeper with existing relationships.

CP: What are the biggest issues facing Vonage and its partners, and what will be your role in addressing those?

MD: One of the biggest issues that Vonage and its partners face is that the vast majority of enterprise businesses today are …

… beginning to see the need to transition to the cloud; however, they don’t typically have the in-house expertise to manage this transition on their own.

Many are turning to partners and partner programs to help them get there. What we need to do is work with partners and enterprises to ensure they are educated on the power of the cloud and have a clear understanding of how our products and services can change the way they do business.

CP: What is at the top of your to-do list?

MD: My biggest priority will be working with our partners to look at Vonage’s product road map and to develop a plan together to help drive revenues with their customers.

CP: What do you want partners to know about you? What’s it like working with you?

MD: I am a high-energy and collaborative team player who demands responsiveness and that everyone do the right thing — even when no one is looking.