By Shane Fugazy, Vice President of Sales and Strategic Partnerships
Reflecting on my first six months with Innovative Business Solutions
It’s been about six months since I joined the team at Innovative Business Solutions, and, let me tell you, it’s been far more enlightening — and far more fun — than I ever could’ve imagined.
Prior to my role here, I was the director of partner sales for Comcast, and, over the course of my career, I’ve seen the indirect industry evolve from one particular perspective. However, now that I’m at Innovative, it’s like stepping through the looking glass. I now recognize the value of a quality channel manager so much more.
Even though I previously led a team of incredible channel managers for many years, only since I’ve been with Innovative have I truly been able to appreciate the value a channel manager can bring to a partnership. By coming to the other side, I can see the fruits of my earlier efforts and what a great channel manager can do for a partner. That’s been incredibly rewarding for me because I can see that the time and energy I spent developing channel managers and channel programs at Comcast actually paid off.
At Comcast, I always preached to partners that it’s not about getting you to sell more — It’s about how can we help you grow your business. And I’m continuing to tell the same thing to partners at Innovative.
Let it be known: There is no coasting or “phoning it in” here. Every day, we get up and work as hard as we possibly can. And instead of experiencing the 3 o’clock doldrums every afternoon, we get a “runner’s high,” so to speak — an endorphin rush, that leaves you feeling awesome about everything we accomplished today.
Coming from an enormous Fortune 50 company, we used to jokingly say that we moved at the speed of a glacier. However, being at a small, nimble business is completely different. While I have a lot of freedom and flexibility (and far fewer meetings!), this has also been some of the hardest work I’ve ever done — and definitely the most enjoyable. It reminds me of a good workout. You’re exhausted at the end of it, but you feel phenomenal for doing it.
At first, coming to the other side of the industry felt daunting, but now that I’ve settled in here at Innovative, I find it fascinating. This has been one of the greatest challenges I’ve ever faced in my career, and I couldn’t be happier.