Former Webroot Asia-Pacific managing director, Robbie Upcroft, has joined channel services provider, Insentra, as its national partnership manager.
In this role, Upcroft looks after the end-to-end relationships with the company’s partners and reports to Insentra managing director, Ronnie Altit.
“Our partner numbers are growing every month. Insentra is a partner-obsessed company, 100 per cent focused on the channel, and so it’s my job to help our customers spot, sell and win their opportunities,” he told ARN.
Having been in this new role for about five months, Upcroft said his roles and responsibilities include working with partners and helping them grow their business by leveraging its channel only model.
“We’re talking with more and more partners – integrators, resellers, MSPs, distributors – companies who see an opportunity in the market but perhaps don’t have the bandwidth or capabilities available. That’s where Insentra comes in.
“For some partners, this means working with us to augment their existing skills, whereas for others, we are basically their services arm, providing project design, delivery and management skills and allowing them to focus on the sales and marketing side of their business.
“We have some robust growth plans in place for 2017 and beyond. My team and I work across the various practices to help provide structure and support for the business,” he said.
In support of that strategy for 2017, he said he aims to increase the frequency, reach and yield of projects through Insentra’s partners.
“When we look at frequency, we look at how often we can help them win more deals by leveraging our services? In terms of reach, we see how many partners we can assist in growing their business. And yield consists of how we can help our partners sell more services to their existing customers by going deeper.”
He added that the company will soon be launching some new solutions around packaged services across a number of Microsoft technology areas, which would help partners scale out their offerings.
Upcroft parted ways with Webroot in July last year, a role he was in since March 2015. He joined the company following an internal company restructure, which saw the vendor reduce its sales team from 14 to four employees in the region.
Prior to Webroot, Upcroft was the A/NZ general manager for Arrow ECS Australia for about one year. He has also previously worked in channel-focused roles for McAfee and Microsoft.
“I’ve been working with the channel for most of my career – whether it was managing distributors at Microsoft or launching Arrow ECS into the Australian market, I’ve always enjoyed working with partners and helping them grow.
“I’m delighted to be working with Insentra. It dares to be different and it’s great working with Ronnie and the rest of the team to continue building on the success it has developed over the last six and a half years,” he added.