Will brings over a decade of experience in technology and security sales with a focus on strategic channel program development, distribution, and partner relationships and profitability. As Arctic Wolf’s Vice President, Americas Channels and Program, Will leverages his experience building award-winning channel programs to design and scale the company’s North American partner program including MSP, Resale, distribution and national partnerships.
Current Role: Start Date:
When was your company founded?
How many years have you been in the channel?
Is the Channel Leader the highest ranking channel executive in your company?
Who does the Channel Leader executive report to?
SVP, Global Channels
What are the top services/products sold through the channel:
Arctic Wolf Managed Detection and Response
Quickly detect, respond, and recover from advanced threats.
Arctic Wolf Managed Risk
Discover, benchmark, and harden your environment against vulnerabilities.
Arctic Wolf Cloud Detection and Response
Detect and respond to advanced threats targeting your cloud infrastructure and applications.
Arctic Wolf Managed Security Awareness
Engage and prepare employees to recognize and neutralize social engineering attacks.
What are your top channel accomplishments:
I lead the overhaul of Arctic Wolf’s channel partner program focused on investing in top-performing channel partners while outlining a clear path for partners of all sizes to grow with and expand their strategic relationship with the company. I led the effort to refocus on skills development and strategic planning with our channel account management team and positioned them to bring higher value and strategic planning to their partner ecosystem.
What is your largest channel challenge in 2022?
In a post-pandemic business environment, organizations will have a heightened focus on how they spend their IT and security budget. It will be important for vendors and the partners to be able to demonstrate their business value throughout the lifecycle of a deal. Small and medium sized businesses may also need/expect additional financial flexibility to help bridge the gap until business returns to a pre-pandemic state.
How much do you expect to grow your channel in 2022?
How much do you expect to grow your MDF (Marketing Development Funds) in 2022?
Grow > 30%
What are your top channel goals for 2022?
- Go deeper with the existing partner community and begin to evolve our business planning process to drive more strategic business partnerships. 2) Evolve our MSP Channel program and continue to build tools and resources aimed at the MSP to make doing business with Arctic Wolf easier and more integrated
What else should we know about the Channel Leader or Channel Program?
At the end of 2021, we found that many channel partners felt more comfortable with resuming in-person events, so we organized a cross-country bus tour focused on our partners with stops in 30 cities across the United States. Tour stops included both indoor and outdoor activity and a combination of partner engagement, bootcamp training and certification, and demand generation activities. The tour was the catalyst to bring team members back together and offered partners a marketing opportunity