Marc Magliano serves as the Vice President of Snom Channel Business, Americas, at VTech Communications, Inc. With over 30 years of experience in the telecommunications industry, he is known for his strategic leadership and commitment to fostering strong partnerships. Marc’s career has been shaped by diverse roles, from product management to channel management, where he emphasizes mentorship, collaboration, and innovative solutions to drive busineVTech Communicationsss growth.
Leading Snom’s Channel Sales and Marketing Across the Americas
As Vice President of Snom Channel Business, Americas at VTech, Marc leads the charge in sales and marketing across the region, a role defined by dynamic leadership and strategic oversight. “I have the honor of leading all sales and marketing efforts within the region,” Marc says, underscoring the breadth of his responsibilities.
Marc’s primary duties include driving revenue and contribution margins, ensuring daily management of the channel sales and marketing team, and providing crucial guidance to the product management and engineering teams. He is deeply involved in crafting and executing the go-to-market strategy for new products within the channel, an area where his influence is pivotal.
Moreover, Marc maintains regular communication with the board of directors, delivering timely updates that reflect the ongoing progress and challenges within the business. Balancing the demands of this high-pressure role with personal life requires a nuanced approach.
Marc acknowledges the importance of family but emphasizes the closeness of his Snom team. “While we are a family-first organization, my Snom family is very close,” he notes, illustrating the deep connections forged through daily interactions and shared experiences.
This tight-knit team dynamic plays a critical role in how Marc navigates the challenges of overseeing operations across the U.S., Canada, and LATAM, ensuring that both his professional and personal lives are managed with care and dedication.
Transforming the Channel Landscape: From TechData to VTech
Marc’s journey to VTech and his current role as Vice President of Snom Channel Business, Americas, is rooted in a deep-seated passion for channel development and a keen understanding of its potential. Reflecting on his motivation to join VTech, Marc shares, “This is a good story. It all began during my tenure with Grandstream Networks many years ago.”
Early in his career, Marc noticed a gap in the industry’s approach to channel work, particularly in the areas of recruitment, enablement, and channel marketing. “It seemed that terms like recruitment, enablement, and channel marketing were somewhat foreign,” he recalls.
Having “cut his teeth” in the early ’90s with distribution giant TechData and further honed his skills with industry leaders like Ipswitch and Netgear, Marc’s expertise in these concepts was already well-developed. He frequently found himself engaged in conversations with like-minded colleagues and partners, questioning why the manufacturing side of the channel hadn’t yet embraced these critical elements.
Fast forward to his current role at Snom, and Marc’s influence is evident. The disciplines he once championed have begun to make a substantial impact. “Our overall brand exposure has grown exponentially,” Marc proudly states. The company’s presence at significant trade events is now unmistakable, with Snom often serving as a participant or marquee sponsor.
Strengthened relationships with key distributors, full product support on all major platforms, and a remarkable increase in the number of Managed Service Providers (MSPs) and Internet Telephony Service Providers (ITSPs) supported—by over 50 times—underscore the success of his strategies.
Marc’s experience at VTech has been nothing short of transformative. He looks to the future with anticipation, saying, “Needless to say, I can’t wait to see what the next years have in store for Snom.”
Navigating Leadership and Team Building in a Global, Remote Setting
In his role as Vice President of Snom Channel Business, Americas at VTech, Marc approaches leadership and team building with a focus on adaptability and swift decision-making. Leading a remote team for a multi-billion-dollar company presents unique challenges, but Marc’s experience with corporate governance has equipped him well.
“Working with a leadership team for a multi-billion-dollar company that is remote is sometimes challenging,” he acknowledges. However, his prior experience reporting to a board of directors has familiarized him with the essential dos and don’ts of effective leadership.
Marc’s direct reporting line to the team in Hong Kong plays a pivotal role in his approach. “This direct interface has proven crucial to our success in building our brand and expanding our channel,” Marc explains. The ability to make faster decisions due to this direct connection has significantly contributed to Snom’s growth and brand recognition.
By maintaining close communication with the leadership team, Marc ensures that the strategies and decisions necessary for success are implemented promptly and effectively. This approach has been instrumental in navigating the complexities of remote leadership while driving the company forward in a competitive global market.
Driving Success Through Strategic Channel Partnerships and Focused Marketing
Marc’s approach to driving channel sales and marketing success at VTech is anchored in a series of well-defined strategies that have proven effective from day one.
Central to this approach is what Marc describes as a “sell-with mentality” with distributors and Managed Service Providers (MSPs). By fostering close collaboration, he has strengthened relationships with technology and platform partners, ensuring that VTech remains aligned with industry leaders.
“Increasing our brand awareness through focused channel marketing” has been another critical component of Marc’s strategy. He emphasizes the importance of aligning with industry leaders and leveraging these partnerships to enhance VTech’s visibility in the market. This alignment not only boosts the company’s profile but also reinforces its credibility and influence within the industry.
However, the most crucial aspect of Marc’s strategy is his commitment to listening to the channel. “We are laser-focused on listening and reacting quickly to our partners and customers,” he explains. By maintaining open lines of communication and responding swiftly to feedback, Marc ensures that VTech remains agile and responsive to the needs of its channel partners. This customer-centric approach has been key to the company’s continued growth and success in a competitive market.
Overcoming Revenue Challenges Through Alignment and Active Engagement
In his role at VTech, Marc identifies driving revenue as the most significant challenge faced by any sales and marketing organization. “In sales and marketing, we all get paid for driving revenue and profitability,” Marc states, highlighting the fundamental focus of his work. Ensuring that all aspects of the channel are aligned and working towards mutual goals is paramount to overcoming this challenge.
Achieving this alignment requires discipline and focus, particularly in maintaining strong relationships with partners. “Keeping top of mind with your partners takes discipline and focus,” Marc explains. To address this, he has implemented regular weekly sales and marketing meetings with distributors and partners. These meetings serve as a platform to ensure everyone is on the same page, driving towards shared objectives.
In addition to these meetings, Marc emphasizes the importance of staying active and visible in the industry. “Our team can be found traveling, attending meetings and events regularly,” he notes. This consistent engagement not only keeps the team relevant but also builds trust and fosters growth with partners. Through this proactive approach, Marc navigates the challenges of his role, ensuring that VTech continues to thrive in a competitive market.
Leveraging Networks and Resources to Stay Ahead in Tech
Marc stays ahead of the curve in the fast-paced tech industry by relying on a blend of trusted resources and continuous learning. “I rely on my team, our partners, and my industry mentors to keep me up to speed,” Marc shares, emphasizing the value of surrounding himself with knowledgeable and experienced professionals.
This network, combined with insights from platforms like LinkedIn and key telco publications, provides him with a comprehensive view of the latest trends and developments in channel sales and marketing. Beyond external resources, Marc also draws valuable insights from within his organization.
“I find myself learning a ton during our weekly business unit meetings,” he says. These meetings offer a rich source of industry knowledge and are a testament to the talent and expertise within the Snom team. “Here at Snom, we have the most talented and industry-savvy team I have ever been fortunate to work with,” Marc adds, reflecting his appreciation for the collaborative and forward-thinking environment that helps him stay at the forefront of the tech industry.
Balancing Work and Family with Time Outdoors
Maintaining a work-life balance is essential for Marc, who finds his greatest joy in spending time with friends and family. “When the time comes and I need a break from reality, I often turn to friends and family,” he says. As a father of six and a grandfather to five, Marc’s home is bustling with activity and love, which he cherishes deeply. “Our house and hearts are full,” he adds, reflecting the central role his family plays in his life.
When he’s not with his loved ones, Marc enjoys unwinding through outdoor activities, taking full advantage of Florida’s natural offerings. “When time permits, I can be found fishing or on the golf course,” Marc shares. The state’s abundant waterways and picturesque golf courses provide him with the perfect escape, helping him recharge and maintain a healthy balance between his demanding career and personal life.
Cultivating a Trust-Driven Culture and Boosting Channel Sales
Since joining VTech, Marc’s leadership has made a significant impact on channel sales performance, driven by his focus on creating a cohesive, family-like culture within the team. “My goal when leading any sales and marketing team is to create a family-like culture,” Marc explains. He emphasizes the importance of trust and mutual reliance among team members as the foundation for achieving both collective goals and individual professional growth.
Marc’s management style is characterized by mentorship and support, fostering an environment where team members feel valued and empowered. “I like to think that my style of management and mentorship fosters this behavior,” he says, highlighting his belief in the long-term value of personal growth over short-term sales achievements. “Sales and revenue achievements come and go; personal growth stays with you throughout your career,” Marc adds, underscoring his commitment to developing his team’s skills and careers.
This focus on culture and growth has translated into tangible results for VTech, as the team’s strengthened relationships and trust have driven impressive sales performance and set the stage for sustained success in the channel sales domain.
Entrepreneurial Ventures and Leadership Roles Shape Strategic Approach at VTech
Marc’s transition from founding MAG Advisory Group LLC to his current role at VTech has significantly influenced his leadership and channel management strategies. He credits MAG Advisory Group with allowing him to apply his knowledge with limited risk while satisfying his entrepreneurial spirit. “Self-employment provides an entirely different view of many industries and insight,” he notes, underscoring its impact on his business perspective.
At Pro-Vigil Surveillance Services, Marc learned the importance of fostering strong relationships with board members and the value of mentorship, principles that guide his leadership at VTech. His experience as Director of North America at Grandstream Networks was pivotal, offering insights into engineering and manufacturing processes while strengthening his relationships with distribution partners.
“I am most proud of the double-digit growth, my leadership on the OEM side, and the strong team I built,” he reflects. These diverse experiences have equipped Marc with the skills and mindset necessary to drive success and foster growth at VTech.
A Journey of Learning and Growth Through Mentorship
Marc reflects on his extensive career, identifying rewarding moments that have shaped his professional journey. “Over the past 30+ years, I have had the unique experience of learning from some of the best,” he says, emphasizing the value of mentorship throughout his career.
From his early days as a Product Manager at Tech Data to his current position as Vice President of Channels, Marc has consistently surrounded himself with exceptional leaders. “I believe that it’s the diversity of my background and these exceptional leaders that have led to my success,” he notes, underscoring the profound impact of learning from a wide range of experiences and perspectives.
This commitment to learning continues to drive Marc’s professional growth, shaping his approach to leadership and channel management. He concludes with a powerful lesson from his late father, Ron Magliano, the founder of Astrum Electronics, who once said, “There is nothing to fear but fear itself.” This mantra, instilled in him at a young age, helped Marc overcome childhood fears of the dark and has continued to resonate throughout his life.
As he navigates the complexities of adulthood, learning from mistakes as a husband, father, and grandfather, it embodies strength, love, and forgiveness. In the business realm, this philosophy inspires Marc to persevere, reminding him that everyone makes mistakes regardless of age and encouraging resilience against negativity.
Conclusion
Marc Magliano exemplifies the values of leadership, mentorship, and resilience in the telecommunications industry. His extensive experience and commitment to fostering strong partnerships position him as a driving force behind the success of Snom Channel Business at VTech Communications. Marc’s belief in the power of learning from both successes and failures continues to inspire his team and shape his approach to navigating the evolving landscape of technology.
