NetFortris' New Channel Chief Focused on Redefining Strategy

NetFortris, the provider of secure cloud-based communication services, has hired Devi Rai, previously with Juniper Networks and MegaPath, as vice president of channel sales.

Rai brings 20 years of experience in sales, operations and customer care management, supporting the telecommunications and managed-service industries. She will focus on growing NetFortris’ channel sales by driving programs that “enable partners to transform and grow their businesses,” according to the company.

“We’re delighted to have the depth of experience in the channel market that Devi brings to our management team,” said Gene Carr, NetFortris’ co-CEO. “Her proven successful leadership, coupled with her vast industry contacts, will continue to position NetFortris for rapid growth.”

Netfortris’ Devi Rai

Rai has held several key leadership roles focused on business transformation initiatives, channel growth and revenue enhancement. She was manager of service provider solutions, U.S. cables, at Juniper, and vice president of channel sales and operations at MegaPath.

In a Q&A with Channel Partners, Rai talks about what partners can expect from her and what she hopes to accomplish in her new role.

Channel Partners: Why did you want to take this role with NetFortris?

Devi Rai: When presented with the opportunity I was excited because of the acquisition of Fonality, which allows NetFortris to provide a complete solution to our customers and sets us up for tremendous growth. The success of the partner program is a key focus and NetFortris is very invested in the channel. The growth is evident. I wanted to be a part of it, so it was an easy decision.

CP: What’s your take on NetFortris’ current channel strategy and partner program? Are changes needed?

DR: We are redefining the strategy and reviewing what’s working and what’s [not]. Partners can expect investment in what works and of course changes in what’s not. There will be a realignment of teams to support master agents and partners. We’re making it easier to work with NetFortris by providing the right sales-enablement tools that will equate to a velocity of sales. But we’re not only looking to change how quickly you receive a quote or implementation or commissions, we are looking to provide quality and accuracy. In the end we are going to create more value for our partners.

CP: How will your experience in the channel come into play in this new role?

DR: I’m very fortunate to have experience in both channel operations and channel sales. This allows me the opportunity to speak with a partner and understand their challenges and successes because I can understand the full view of the business, and I have the ability to drive the appropriate change that brings value to the partners. We are here to provide a solution. Understanding these important facets of the business allows me to be successful at business-intelligence transformation.

CP: What are the biggest challenges facing NetFortris and its partners, and what will be your role in addressing them?

DR: Evolving products and services to fit communities such as MSPs and VARs. My role will be to identify those needs and drive it back to the organization so we all can be successful.

CP: What do you hope to have accomplished a year from now?

DR: To be an industry thought leader and create the right mechanisms to support the partner community while providing value. Some of the strategy I laid out is going to take time, but I’m confident we are headed in the right direction and I’m looking forward to contributing to NetFortris’ growth.