How Best to Maximize
Partner Renewal Revenue & Reduce Churn

Rob Rosa

SVP, Global Service Sales & Customer Success, Extreme Networks

Rob Rosa is responsible for Extreme Network's Global Service Sales, which includes new and renewal opportunities for ExtremeWorks / PartnerWorks, Premier Services, and Professional Services. He also focuses on growing the new service offerings under Extreme's Managed Service Platform (Monitoring Plus and Response Plus) and continues to develop new consumption opportunities (CPEaaS and Enterprise License Agreements). He looks to expand Extreme's service footprint with the assistance of Extreme's partner network.

Prior to Extreme Networks, Rob was the leader of Cisco's U.S. Public Sector Services Partners as well as the U.S. Services Field Partner Organization. In this role, Rob was responsible for the strategies related to sales, marketing, partner enablement, partner profitability, and promoting services growth for over $3B+ in Cisco Service revenue through channel partners across the U.S. Specifically, Rob led the Services Channels team in conjunction with Service Sales, and our Partners to develop a comprehensive Services strategy that supports the end customer's mission or strategy while developing sustainable business models for our partners. This entails driving new program adoption, increased focus on service revenue opportunities, and overall partner enablement to assist in growing the overall business of the partner. Rob spent 16+ years at Cisco, in that time he held various finance and sales operations positions in various verticals supporting the sales organization. 

Rob holds an undergraduate accounting degree and an MBA in Accounting Information Systems from Suffolk University - Sawyer School of Management. In his spare time, he enjoys taking classes at the Harvard Business School and volunteering as the Treasurer of his Local Youth Football and Cheerleading organization with 400+ members and 100+ volunteers.

Rob Rosa resides in the Boston, Massachusetts area with his wife and three sons. 

Mike Miller

VP Global Services Portfolio Management, Ribbon Communications

As VP of Global Services Portfolio Management at Ribbon Communications, Mike is accountable for Services Product Management and Maintenance renewals including Channel Renewals. With over 25 years of experience in telecommunications and technology services, Mike is an innovative and results-driven leader with a proven track record of growing highly profitable services revenues and improving renewal rates. Through a focus on process improvement, data integrity, automation, and reporting enhancements, Mike and his team have helped drive an overall 15% improvement in both Ribbon’s channel renewal rates and on-time renewal performance over the last 4 years.

Sinéad McGrath

Renewals Executive, Allbound & Channel Mechanics

Sinéad has spent over 20 years working in software sales, with a sharp focus on renewals and expansion working in companies such as Cisco Systems, Microsoft, NetIQ/Attachmate, and most recently Progress Software. Her experience ensures she recognizes the vital importance of channel partners in improving renewal rates from the vendor's perspective. Through close collaboration with partners, she has gained a distinct understanding of how they are uniquely positioned to use their local expertise and product knowledge to instill customer confidence, ultimately driving higher renewal rates.

Moderated by

Kenneth Fox

CEO, Allbound & Channel Mechanics

As CEO of Channel Mechanics and Allbound, Kenneth is a globally recognized leader in providing channel program automation software to some of the world's largest vendors, utilized to automate the delivery of their partner programs. With a career spanning over 20 years in the ICT sector, Kenneth is an industry leader with extensive channel, technology, and sales experience. Previously he has held senior leadership positions at Nortel, Avaya, APC, and IBM.