Spencer Starkey, SonicWall
Spencer Starkey is SonicWall's VP of EMEA sales and a seasoned business leader with a strong background in cybersecurity. Over the past three years, he has successfully led the EMEA sales team, driving significant improvements in our distribution and inside sales processes.
Under his guidance, the EMEA region has achieved outstanding results thanks to his unwavering commitment to SonicWall and his team. Spencer joined SonicWall with a proven track record of leadership, with years of experience in channel and direct sales from prior roles at Check Point, McAfee and BAE Systems.
Number of years in current role:
1
Number of years in current company:
1
Number of years involved in indirect/channel sales:
18
Reports to:
Jason Carter, SVP and CRO
Number of employees in channel organisation:
Mutually rewarding partnerships are built on trust and defined by value exchange between the parties involved, with clear expectations and accountability on both sides. I believe, as a technology provider/vendor, it is our job to convince our partners everyday why they should invest time and effort in choosing to work with us.
In return, I would like to see partners invest in building a practice around technology that truly delivers scale and enhances customer experience.
What percentage of overall sales come through the channel?
100%.
What is your personal channel philosophy?
I always say you have to be present and create value with your channel. I have focused on this particular area with personal development of our team, taking time to mentor and coach individuals from my leadership team down.
What were your biggest personal channel accomplishments over the past year?
I always say you need to be present and create value, with your channel. This particular area I have focused on with personal development of our team, taking time to mentor and coach individuals from my leadership team down.
What were your organisation's biggest channel accomplishments over the past year?
Firstly, building a forum for feedback and engagement from our channel partners and taking action We drove a huge increase in the adoption of our MSSP programme and the attraction to new partners joining our ecosystem. Finally, we increased our land and expand strategy through our partners to customers.
What areas would you like to see your channel partners invest in in 2024?
Invest in the time at looking at SonicWall as preferred option, to increase their managed services. Secondly, we'd like to see partners investing in new business generation as we have a great channel program to help. Knowledge in new directives and legislation is also a priority. Working with customers to help them become compliant with changing laws and regulations in your industry is critical.
What are the biggest challenges facing your partners in 2024?
Geopolitical risks, technical talent shortages and economic uncertainty.
In what ways do you use your role to build equity and inclusion?
We are committed to creating a channel where everyone feels welcome and respected. We are working to build a more equitable and inclusive channel by developing programmes to support underrepresented groups. We are working to achieve this by implementing policies and procedures that promote inclusion for all.
Describe how your use of market development funds (MDF) is changing this year?
We have recently made the change how partners gain access to MDF, firstly putting more investment in place, and making it easy to access with, campaigns ready to go. MDF is an important element to help build the partners' business.
What are your biggest channel priorities in 2024?
Migrating our partners to cloud solutions, revamping our existing channel programme, encouraging our partners to sell a broader part of our portfolio. Additionally, listening to our partners is key. Launching our Partner Technical Advisory Council (PACT) and gaining thoughts and ideas and actually bringing those ideas to execution phase really shows commitment that we are listening.