Karsten Winther, Vice President, EMEA Sales, Vertiv
Hello Karsten, what interesting thing do most people not know about you?
When I was very young, I actually dreamed about being a professional singer, and at age 8 when I was offered a place at a prestigious school specializing in music, my father thought better and there the dream ended. Today I can’t really sing so I suspect my father made the right call.
Tell us about your job.
It’s a very exciting and also complex role. Exciting because I’m responsible for orchestrating more than 700 other sales colleagues to ensure our partners and customers enjoy working with Vertiv, and that Vertiv can achieve this goal profitably. The complexity arises from the size of the sales organisation, the regions, the product mix, operations, and project and service teams followthrough.
The key focus is always – the satisfaction of our partners and customers.
What does the next five years hold for Vertiv in the channel?
Well, the channel is the inevitable and efficient go-to-market route to our end customers.
I am confident that we will grow our presence in the channel, from a very small player last year, to $200m in 2020, which will be a market share in the channel of approx. 8-10%. What awaits us from 2020 onwards can actually be a lot more, if we put our feet right, and we will.
Most of our competitors, and other manufacturers in the industry, have already learned a long time ago, that there is a large market to be addressed through the channel – we are re-orientating Vertiv to also have that focus. All functions are supporting the effort, so I am certain we will be successful.