Channel Expert & Growth Advisor
Advised hundreds of technology vendors on channel strategy, Programs & Execution
I spent over 15 years in technology distribution working for large broadline distributors, specialty distributors and launching hundreds of vendors to the channel ecosystem. It’s a different world transitioning from 100% direct or hybrid channel business to building a world class channel-oriented organization, program and team.
As a Channel Advisor and fractional executive, vendors can cost-effectively augment their leadership teams with expertise in channel strategy, program development, pricing models, channel conflict, business processes, Reseller/MSP recruitment, marketing and coaching/mentoring the sales organization. I help vendors through the 3 stages of channel evolution and the challenges that each stage presents.
Top 4 Client Issues
1
Managing internal & external conflicts created through mis-aligned direct vs channel strategies
2
Spending too much energy & resources on the wrong channel partners and strategies
3
Channel coaching to direct sales teams who don’t understand how to leverage channel to achieve GREAT results
4
Fractional Channel Chief at the senior leadership level without investing in F/T headcount
The 3 Stages Of Channels
100% Direct
Most technology vendors start with a direct model. After proving MVP and onboarding hundreds of direct end clients, they need to increase leverage to scale their business. Adding Resellers/MSPs can help scale a business but they need to avoid creating channel conflict. I help companies navigate critical decisions and avoid making reputational mistakes that can backfire on them.
Hybrid/Mixed Channel
At this stage, vendors have a healthy universe of end clients and a growing channel partner ecosystem. How do you accelerate channel partner growth, productivity, margins, breadth and depth? What tools & processes need to be put in place? How do sales & marketing evolve their GTM approach? Do you add distributors – if so which ones and how do you work with them? Which horses do you bet on moving forward?
100% Channel
Very few companies make it here and it’s no coincidence that the largest technology companies in the world are channel-only organizations. However, moving from a hybrid model to channel-only model requires a complete re-configuration of sales, marketing, finance and operational business processes across the organization. The transition make pay huge dividends with the right alignment, resources, programs and strategies.
2x Business Operator with Multiple Exits
What clients have to say…
“Joe has had a significant positive impact as an Advisor to CyberLucent, coupling a big picture strategic view with a highly ethical approach to doing business. He is well connected and builds strong long-term relationships. We really value the positive impact Joe has had on our company’s growth in Canada. Joe is just a superb senior executive leader.”
Stephen MacEwan
CEO, Cyberlucent
“Towerwall was a customer of Interwork/Joe for over 20 years and we consistently received “extra mile” service and fast support. You could really see the service culture shine through at all touchpoints of the organization. Joe and his team were always there if Towerwall needed anything from technology support, sales support and escalations. Miss working with you Joe!”
Michele Drolet
CEO, Towerwall
“Creative, profitable and trustworthy leadership…During Mr. Joe Graci’s years as the President at Interwork Technologies, he completely transformed the operations, systems and most importantly the corporate culture of the company. I personally had a front row seat, as a vendor partner, to observe curiously this transformation. Mr. Graci’s handiwork took Interwork Technologies from “The little engine that could” to “ The little engine that did”. Joe’s new Interwork organization gave them the strength to compete at the highest levels with the largest of the industry’s go-to-market distribution companies. Competing at these levels, with a fraction of the budget available, demonstrated clearly how Joe’s innovative approach paid off handsomely. While this successful transformation certainly turned heads inside the industry, it was Joe’s day to day business clarity and transparency which provided the framework for my personal interaction with Joe and his team. With the new Interwork Technologies fully operational, we were able to provide customers with innovative security solutions and meaningful business agreement which were both profitable and easy to implement. Of particular mention was the very high level of trust which we shared. This mutual trust allowed us to seamlessly execute the predictable rhythm of our business transactions as well as navigate tough situations which inevitable occur. There is no substitute for high levels of trust. If you find yourself in the position to do business with Mr. Graci, do it. It’s an investment with high returns.”
Gil Morales
Director Distribution – Trend Micro (Retired)
“I run a 40-year-old SMB medical distribution company and we needed a new perspective in re-aligning our business as we face disintermediation by manufacturers, dealers, and online marketplaces. Joe took us through a self-discovery process that unlocked critical insights & recommendations about our growth roadmap. This included taking our team through an in-depth analysis of each key person in our company and then restructuring our organization to scale our business going forward. Joe’s deep expertise in the traditional distribution model coupled with his vision for the future of wholesale/distribution were invaluable to forming a plan that will allow us to build sales volume without our current roadblocks. We will continue to work with Joe as we make strategic decisions about our business.”
Bob Remington
CEO, Remington Medical Distribution
“As a technology partner working with Joe/Interwork for over 5 years, I much appreciated Joe’s management style, his hand-on approach, his team’s attention to details and his extreme focus on consistent executive engagement. He always ensured that our teams were completely aligned to support our business objectives, our high growth strategies and always maintained an excellent high level of service levels for our clients. It was always a pleasure working with Joe.”
Maxx Piette
Sales Director, SUSE
“Joe has been a fantastic advisor to the Optimy team over the past year. He is quick to respond, always makes himself available when requested and acts in very high integrity. He has added a mature & strategic voice to our board meetings and has made some key introductions that have added a lot of value to our company. We are grateful for everything that Joe has done to help us and would recommend him to any other company looking for a thoughtful, strategic and well connected advisor.”
Josh Singer
CEO, Optimy.AI
Key Focus Areas
Channel Strategy
- Executive Team Planning
- Programs & Tiers
- Partner Recruitment
- Markets & Verticals
- Sales & Marketing Alignment
- Distribution Strategy
- Marketplaces, Alliances & Forums
Channel Programs
- Program Development & Management
- Pricing & Cost Models
- Partner Onboarding
- Training & Enablement
- Demand Generation
- Channel Communications
Channel Tools & Processes
- Business Process Optimization
- Pipeline Management
- Channel Policies & Conflict
- Market Development Funds (MDF)
- Contracts & Agreements
- KPI’s
- Portals & Apps
Channel Experience
- President of Interwork Technologies delivering 9 consecutive years of revenue growth ($100M) with over 2,000 reseller partners in Canada & US
- Ingram Micro broadline distribution building $300M networking technology portfolio before founding $100M wireless & mobility division
- Channel Advisor & fractional resource for several early & growth stage technology vendors in e-commerce, cybersecurity and SaaS
- Consulted medical distribution company on sales re-organization to support omni-channel business strategy (Direct, Channel & Online)
- Reviewed hundreds of vendor channel programs and worked with executive teams on program launches & implementation
- Coach & mentor channel sales executives and their teams to create a high performance program
