Channel Stalwart Ken Archer On His Exec Role At Nectar, The Red Hot UC Market And Making The Most Of Microsoft, Cisco Relationships

How did Nectar's relationships with Microsoft and Cisco develop?

Since my Avaya days, I have been on [Nectar's] board of directors. They created a board of advisors, which I became part of and stayed connected to the company and helped guide them as they evolved the platform to support Microsoft Skype for Business and the Cisco environment. They have very, very strategic relationships now with Microsoft and Cisco, and they're on Cisco's global price list. Cisco sales reps and partners can get paid off the marketing and selling of the Nectar platform. It's exciting because my last eight years have been focused on enabling partners to evolve to build their services capabilities and services offers so they can add more value to customers and look at their margin-making profile. As hardware resale margins have been shrinking over the last few years, more and more of those hardware-focused partners needed to evolve to a services focus.

Read more articles on: