Biography:
Joe O’Connor leads LiveAction’s Channels and Alliances Team where he drives the company’s channel and go-to-market strategies. His responsibilities include development of LiveAction’s overall program for IT value added resellers, along with recruitment, onboarding, tiering and day-to-day partner enablement. Prior to joining LiveAction, Joe served as VP of Strategic Alliances at Rifiniti, established the NA reseller network for Park Assist, and lead biz dev at Cisco for 15 years.
Current Role: Start Date:
July 2018
When was your company founded?
2008
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?
Francine Geist CFO and COO
What are the top services/products sold through the channel:
“LiveNX ” Network Monitoring Software
“LiveWire” Extended Network Monitoring
“LiveNA” Network and Application Anomaly Detection
“LiveCapture” Packet Capture and Analysis
“Omnipeek” Network Protocol Analyzer
“LiveSP” Network Monitoring for Service Providers
What are your top channel accomplishments:
Over the past year Joe has enhanced LiveAction’s partner SPIFF incentive program resulting in a 10x increase in new partner-led opportunities. He was also responsible for driving inclusion of LiveAction product compensation within the global comp plans of one of the company’s largest technology partners, and for the first time led LiveAction into a proper Fed / SLED channel via a specialized distribution partner. He also increased partner base diversification and strategic partnerships.
What is your largest channel challenge in 2022?
Supply chain constraints seem to be omnipresent regardless of industry. Supporting customers, particularly with hardware needs is extremely challenging right now. If this continues, LiveAction’s team will need to continue to grow and educate partners on the value of deploying our solutions in other formats, such as software or virtual instances. LiveAction’s ability to adapt to this issue will be key to helping partners drive revenue in 2022.
How much do you expect to grow your channel in 2022?
Grow 10% to 20%
How much do you expect to grow your MDF (Marketing Development Funds) in 2022?
Grow >30%
What are your top channel goals for 2022?
Helping our customers stay ahead of the innovation curve in cloud and cyber technologies. This includes helping partners understand and deal with the increasing complexities of infrastructure changes such as SD-WAN, security and SASE impact network performance. It will also be crucial that LiveAction navigates the challenges of supply chain, and that the team works to retaining and develop good partner relationships. And of course to increase revenue through channel partnerships.
What else should we know about the Channel Leader or Channel Program?
Look for some exciting news later in the year as LiveAction expands its product line into the Security space. The company will be engaging its best partners to help expand the company’s technology solutions footprint.
