Biography:
As Senior Vice President of Global Channels at Arctic Wolf,Skelley leads Arctic Wolf’s channel organization and is currently focused on developing the company’s international distribution strategy and partner ecosystem. Bob has over 20 years of experience in sales leadership, business development, channel sales & marketing and in building high performance leadership teams. Before joining Arctic Wolf, Bob served in executive leadership roles at The Channel Company, Dell, Microsoft, and EqualLogic
Current Role: Start Date:
2012
When was your company founded?
2000
How many years have you been in the channel?
25
Is the Channel Leader the highest ranking channel executive in your company?
Yes
Who does the Channel Leader executive report to?
Chief Sales Officer
What are the top services/products sold through the channel:
Arctic Wolf Managed Detection and Response
Quickly detect, respond, and recover from advanced threats.
Â
Arctic Wolf Managed Risk
Discover, benchmark, and harden your environment against vulnerabilities.
Â
Arctic Wolf Cloud Detection and Response
Detect and respond to advanced threats targeting your cloud infrastructure and applications.
Â
Arctic Wolf Managed Security Awareness
Engage and prepare employees to recognize and neutralize social engineering attacks.
What are your top channel accomplishments:
Continue to coach and advise solution providers on building out a recurring revenue stream centered on security operations and outcomes instead of product-centric revenue streams
What is your largest channel challenge in 2022?
In a post-pandemic business environment, organizations will have a heightened focus on how they spend their IT and security budget. It will be important for vendors and the partners to be able to demonstrate their business value throughout the lifecycle of a deal. Small and medium sized businesses may also need/expect additional financial flexibility to help bridge the gap until business returns to a pre-pandemic state.
How much do you expect to grow your channel in 2022?
Grow >30%
How much do you expect to grow your MDF (Marketing Development Funds) in 2022?
Grow >30%
What are your top channel goals for 2022?
In 2022, Arctic Wolf is doubling down on our investments and benefits for our most committed partners. We plan to further our partner experience through enhanced rewards and incentives, expanded technical training and hyper-personalized engagement opportunities, further emphasizing that partners are an extension of the Arctic Wolf team.
What else should we know about the Channel Leader or Channel Program?
Arctic Wolf is 100% channel partner-centric from the top down. We are one of the fastest growing companies in cybersecurity, and recently expanded to EMEA. Our industry-leading security operations solutions have resulted in eight consecutive years of doubling sales and the creation of significant recurring revenue streams for our partners.
