Tim Kartali, IONOS
As head of channel sales cloud at IONOS, Tim Kartali and his team are responsible for the acquisition, management and expansion of the channel partner network.
The main responsibility is to enable IONOS Partners to sell public- & private cloud as well as domain- and web hosting services.
In addition to account and relationship management, he is also in charge of the strategic planning and alignment of the entire Channel-Business at IONOS.
Furthermore, he is also responsible for the development of the IONOS partner programmes and partner portals as well as sales-driven marketing campaigns to support partners through their entire sales cycle.
Before joining IONOS, he worked for almost 20 years at HP, the leading printer and PC manufacturer.
As channel sales manager, he was responsible for the marketing of the computing, printing and supplies segments.
Tim Kartali is nowadays one of the most prominent and popular channel managers in German-speaking countries.
Number of years in current role:
3
Number of years in current company:
3
Number of years involved in indirect sales:
10
Reporting to:
Claudio Serrano, VP sales
Does this person report to the CEO?
No.
What percentage of your sales come through the channel?
35 per cent.
Describe your personal channel philosophy.
My personal channel philosophy is deeply rooted in the belief that sustainable business can only be done through equitable human connections and trustful, open and honest partnerships.
With our channel partners, we relentlessly strive to deliver the perfect solutions for our customers.
I cherish my team, adore what I do, and can't envision anything else beyond doing channel business.
What were yours and your organisation's biggest channel accomplishments over the past year?
In the past years we have built a channel organisation from scratch. We have successfully staffed an entire sales organisation, created a new partner programme including partner contracts, certifications, partner portal and many benefits.
We have established successful partnerships with the most important MSPs in DACH.
We've also won important public tenders with strategic partners such as Bechtle and Computacenter, won the Red Hat Innovation of the year award together with Eviden with our sovereign OpenShift solution and together with partners we have exponentially grown our customer base.
How is your company working to build equity and inclusion in the channel?
As a channel chief, I place immense importance on equity and inclusion. Within our channel organisation, we have achieved a 50 per cent representation of women. I value a diverse team that includes both young, motivated individuals and experienced, seasoned professionals.
I'm committed to providing opportunities for young talents to prove themselves. Leading by example, I also expect our partners to consistently prioritise equity and inclusion in their actions, fostering a culture of fairness and diversity.
At our company, we hold equality and inclusion in high regard.
We regularly train and sensitise our employees on these principles, leading by example in our commitment. We also extend our commitment to our channel partners by providing dedicated training programmes for apprentices, aimed at nurturing young talents and fostering an inclusive environment.
We believe that by actively promoting these principles, we can create a more equitable and diverse workplace for everyone involved.
How is your organisation's market development strategy (MDF) changing this year?
We will continue to significantly invest in Market Development Funds (MDF) in 2024. High investments will be made to create and promote joint cloud service solutions that satisfy our customers needs.
What are your top channel goals for 2024?
Increase rhe overall percentage of company revenue that comes through the channel and improve partner sales skills.
What were the key partner investments made over the past year?
Created use-case driven marketing framework campaigns to easily promote solutions by partners.
Creating multiple SaaS solutions offerings with channel partners such as CRMs, DMS, Collaboration, Voice etc.
Developing a modular fully managed cloud service platform for MSPs/resellers with our distributor ADN.
High investments in joint demand generation campaigns through partners.