Written by Wendy Mushow

The first half of 2010 has been an exciting time for Cavalier's Indirect Channel Program. We've made some enhancements; increasing agent support resources, product launches, and gained expert insight from Cavalier's Vice President of Agent Sales, Michael Gough. Gough has brought a re-charged emphasis on what he calls the "human element" to building partner relationships. This means face-to-face meetings between agents and channel managers to collectively share goals and objectives, as well as support from the sales engineering team, product management, agent resource center and senior management.

This season's Channel Partner's show in Washington will be especially exciting, since the show is a short drive from our Richmond headquarters, in the heart of our strongest markets. The show will take place from September 20th- September 22nd and is the communications industry's only event exclusively for indirect sales organizations - agents, VARs, systems integrators, interconnects and consultants. Cavalier will be exhibiting at booth number 1022.

Although the enhancements to Cavalier's Channel Program have been driven from the top down, it was not without input from channel managers and agents. I recently asked seasoned Channel Managers, Terri Radulski and Charles Ridgley some candid questions about Cavalier's Channel Program and the upcoming Channel Partners show. My questions and the collective answers of Chuck Ridgely and Terri Radulski of the Indirect, Channel Program follows:

What is your favorite aspect of Cavalier's Indirect Channel Program?

The dedication and passion we have to our agent's success. Our culture and values create strong lasting relationships with our agents. We support them with an in-depth partner on-boarding program, sales portal and agent resource center. Our resources drive desired results easily for example; the agent resource center is a team of professionals dedicated to supporting Cavalier's partners and their customers. The team is cross-trained in multiple disciplines to support all aspects of the sales process, from determining service eligibility by product and location, processing adds and changes, billing and accounting questions to repair and service. We're able to provide superior solutions with a quick turnaround time. Time is money, and we recognize that our partners need solid pricing, smooth provisioning and a responsive repair/business care team. We do it all - with our partners' interests in mind.

What are you most looking forward to at the fall Channel Partners show?

Continuing to build our existing partner relationships and having face-to-face conversations. I'm excited to talk to them about our differentiated products such as IPeer -our hosted PBX solutions, Private networking-MPLS, VPLS & VPN, and IP voice services. Also, the ability to talk to our agents in person about the competitive advantage our fiber network gives them when selling into enterprise opportunities.

How much influence do you think the show has on the channel and how many shows have you been to?

Charles- I've been to six shows and they have a very positive influence on the channel. It's a great opportunity to meet new partners, discuss ways to further our mutual success and have that face-to-face conversation that is so critical in developing a successful business relationship.

Terri - I've been to five shows and had great experiences at each. It is a one of a kind show in our industry and provides opportunity to sharpen our skill set through education on up and coming technology trends, as well as industry trends that will have an impact on the channel.

What message will you convey to partners about Cavalier?

NOW is the time to get on board with Cavalier, so you can take advantage of a strengthening economy and grow your company's profitability through an industry leading agent program designed with your business in mind. The future of the Cavalier Channel Partner Program looks brighter than ever.

Are there any agents or master agents that you would like to give special recognition to for outstanding performance during the first half of the year?

We're grateful to all of our current active partners who have embraced our innovative products and helped us bring better solutions to customers. We're helping our partners address some of the most pressing priorities for our customers, for security, improved productivity, mobility and of course competitive pricing. We're excited about the second half of 2010!