1. A D V E R T I S E M E N T
Learn more about becoming an AVG Business partner at avg.com/partner
CRN WOMEN of the CHANNEL
”
”
Appreciation for the Uniqueness of
the Channel
Q. What makes the experience of working in AVG’s channel organization different from
other jobs?
A. Some things can be taught while other things must be experienced firsthand to truly understand
and appreciate them. That’s how I feel about working in AVG Technologies’ channel organization.
In professional terms, I’ve grown up in the channel, with a decade of experience to look back on.
While every career comes with its own set of unique situations and circumstances, there are delicate
nuances to understand and master in order to be successful in a channel organization.
Q. What are the skills necessary to lead an effective channel marketing organization?
A. The first thing one must consider is that VARs, MSPs and other channel partners are very much
like franchisees. They are building their own businesses and they are entrepreneurs. Many channel
partners run small shops that run lean and mean—they don’t have dedicated marketing resources,
or they may lack the time to be more creative or prolific marketers. That’s where our channel team
can really make a difference with marketing toolkits and one-to-one help.
In my opinion, the most important skill a marketer needs is the ability to listen. Partners have dif-
ferent business models, skill sets, goals and unique challenges. The only way to effectively help
them navigate toward success is to truly listen so you can clearly understand what it is like to walk
in their shoes. When you can demonstrate that you understand a partner’s goals and the challenges
they face, you are able to build trust and form a genuine partnership. Building these relationships
is key to empowering partners and helping them achieve success.
Q. Where do you think you can have the most impact on a partner’s business?
A. As technologies mature, they can become commoditized, and that’s when the relationship makes
the most difference. In the AVG Technologies channel organization, we strive to carry partners
through changing business landscapes and support them, not only with superior technology, but
also with marketing, sales and operations best practices. I find that so many AVG partners are
receptive to new ideas and will embrace advice and counsel if it can generate revenue for them.
Q. How does AVG help partners generate revenue?
A. Partnering with AVG is good business: one company for both security and remote monitoring
and management services. We can help partners identify what to offer from the essentials like
antivirus, email security and content filtering all the way through to remote monitoring and
management. Our solutions quickly and easily integrate with other systems like Office 365,
VMware®
and PSA ticketing to extend a partner’s services even further. Our security portal, AVG
CloudCare, and RMM software, Managed Workplace, work together to make it easy for partners
to implement and grow their businesses.
I encourage partners to join us in Miami later this year at our upcom-
ing Partner Summit. Here they will be able to meet one-on-one with
our team and get the first look at our technology road map. They can
take part in educational tracks, and they’ll have an opportunity to learn
about the many programs and advantages that partnership with AVG
can offer.
Renita Grewal
Channel Marketing
Director, Americas
2015
”
“
AVG strives to
carry partners
through changing
business
landscapes and
support them, not
only with superior
technology,
but also with
marketing, sales
and operations
best practices.