Randy Fahrbach
Customer Success Manager at PartnerTap- Claim this Profile
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Bio
Derek Baker
I had the pleasure of managing Randy at Cobalt. I can say with certainty that jumping in and navigating a rapidly growing business in the cybersecurity space can be a difficult challenge, but Randy's work ethic and ability to provide value showed through very quickly in our time together! Randy was always willing to dive in on a project that wasn't necessarily in his day to day responsibilities and did so with a positive mindset that was easy to feed off across the team. Randy's experience in CS was apparent from the beginning and his customer first approach resonated with our customer base. I would definitely recommend Randy for your next CSM role and can't wait to watch him succeed along the way.
Rob Spee
It took me over a year to recruit Randy to my channel team. It was well worth the wait! Randy is a true channel professional in every sense, with a diverse channel management background and a calm, creative approach to driving results. Randy exemplifies servant leadership with partners and his colleagues through his empathy, collaboration, and character. I'm honored to have Randy as one of my channel friends.
Derek Baker
I had the pleasure of managing Randy at Cobalt. I can say with certainty that jumping in and navigating a rapidly growing business in the cybersecurity space can be a difficult challenge, but Randy's work ethic and ability to provide value showed through very quickly in our time together! Randy was always willing to dive in on a project that wasn't necessarily in his day to day responsibilities and did so with a positive mindset that was easy to feed off across the team. Randy's experience in CS was apparent from the beginning and his customer first approach resonated with our customer base. I would definitely recommend Randy for your next CSM role and can't wait to watch him succeed along the way.
Rob Spee
It took me over a year to recruit Randy to my channel team. It was well worth the wait! Randy is a true channel professional in every sense, with a diverse channel management background and a calm, creative approach to driving results. Randy exemplifies servant leadership with partners and his colleagues through his empathy, collaboration, and character. I'm honored to have Randy as one of my channel friends.
Derek Baker
I had the pleasure of managing Randy at Cobalt. I can say with certainty that jumping in and navigating a rapidly growing business in the cybersecurity space can be a difficult challenge, but Randy's work ethic and ability to provide value showed through very quickly in our time together! Randy was always willing to dive in on a project that wasn't necessarily in his day to day responsibilities and did so with a positive mindset that was easy to feed off across the team. Randy's experience in CS was apparent from the beginning and his customer first approach resonated with our customer base. I would definitely recommend Randy for your next CSM role and can't wait to watch him succeed along the way.
Rob Spee
It took me over a year to recruit Randy to my channel team. It was well worth the wait! Randy is a true channel professional in every sense, with a diverse channel management background and a calm, creative approach to driving results. Randy exemplifies servant leadership with partners and his colleagues through his empathy, collaboration, and character. I'm honored to have Randy as one of my channel friends.
Derek Baker
I had the pleasure of managing Randy at Cobalt. I can say with certainty that jumping in and navigating a rapidly growing business in the cybersecurity space can be a difficult challenge, but Randy's work ethic and ability to provide value showed through very quickly in our time together! Randy was always willing to dive in on a project that wasn't necessarily in his day to day responsibilities and did so with a positive mindset that was easy to feed off across the team. Randy's experience in CS was apparent from the beginning and his customer first approach resonated with our customer base. I would definitely recommend Randy for your next CSM role and can't wait to watch him succeed along the way.
Rob Spee
It took me over a year to recruit Randy to my channel team. It was well worth the wait! Randy is a true channel professional in every sense, with a diverse channel management background and a calm, creative approach to driving results. Randy exemplifies servant leadership with partners and his colleagues through his empathy, collaboration, and character. I'm honored to have Randy as one of my channel friends.
Credentials
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Level 1 Customer success Foundations
Growth Molecules™Dec, 2022- Nov, 2024
Experience
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PartnerTap
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United States
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Technology, Information and Internet
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1 - 100 Employee
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Customer Success Manager
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Mar 2023 - Present
Partner ecosystems have become a huge driver for revenue growth for sales driven organizations. Whether your organization's sales are driven through ISV Partners, Resellers, Marketplaces, Distributors, etc. all have experienced the same challenges in managing their partner ecosystems - lack of visibility into data and manual processes that don't scale across the sales organization, particularly when working with and managing dozens or even hundreds of potential partners. PartnerTap gives… Show more Partner ecosystems have become a huge driver for revenue growth for sales driven organizations. Whether your organization's sales are driven through ISV Partners, Resellers, Marketplaces, Distributors, etc. all have experienced the same challenges in managing their partner ecosystems - lack of visibility into data and manual processes that don't scale across the sales organization, particularly when working with and managing dozens or even hundreds of potential partners. PartnerTap gives companies the platform, data, and tools needed to build an ecosystem-wide data lake, unlock 10x more partner pipeline and accelerate growth across their ecosystem. PartnerTap has accelerated partner ecosystem growth for our clients by: ✔ Providing an ecosystem mapping tool which gives partner, channel, marketing, sales, and client success teams real-time visibility at the customer and prospect overlap with each partner ✔ Giving sales teams an actionable list of companies to go to market and sell to with each partner ✔ Build a holistic multi-partner view of your market, customers, prospects, installed products, and sales opportunities Show less Partner ecosystems have become a huge driver for revenue growth for sales driven organizations. Whether your organization's sales are driven through ISV Partners, Resellers, Marketplaces, Distributors, etc. all have experienced the same challenges in managing their partner ecosystems - lack of visibility into data and manual processes that don't scale across the sales organization, particularly when working with and managing dozens or even hundreds of potential partners. PartnerTap gives… Show more Partner ecosystems have become a huge driver for revenue growth for sales driven organizations. Whether your organization's sales are driven through ISV Partners, Resellers, Marketplaces, Distributors, etc. all have experienced the same challenges in managing their partner ecosystems - lack of visibility into data and manual processes that don't scale across the sales organization, particularly when working with and managing dozens or even hundreds of potential partners. PartnerTap gives companies the platform, data, and tools needed to build an ecosystem-wide data lake, unlock 10x more partner pipeline and accelerate growth across their ecosystem. PartnerTap has accelerated partner ecosystem growth for our clients by: ✔ Providing an ecosystem mapping tool which gives partner, channel, marketing, sales, and client success teams real-time visibility at the customer and prospect overlap with each partner ✔ Giving sales teams an actionable list of companies to go to market and sell to with each partner ✔ Build a holistic multi-partner view of your market, customers, prospects, installed products, and sales opportunities Show less
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Cobalt
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United States
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Computer and Network Security
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100 - 200 Employee
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Customer Success Manager
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Jul 2022 - Jan 2023
Cobalt.io is the future of penetration testing. We leverage global talent and a software platform to deliver a better penetration test. Cobalt.io is the future of penetration testing. We leverage global talent and a software platform to deliver a better penetration test.
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PartnerOptimizer, Inc.
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United States
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IT Services and IT Consulting
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1 - 100 Employee
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Head of Channel Success
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Dec 2021 - Jul 2022
As Head of Channel Success, Randy works closely with Channel Leaders to Optimize their Channel Sales. We offer Channel Leaders a way to reduce their channel recruitment costs and time by 25%, increase the new partner activation rate by 300% and drive growth with better performing partners by 2x-4x. As Head of Channel Success, Randy works closely with Channel Leaders to Optimize their Channel Sales. We offer Channel Leaders a way to reduce their channel recruitment costs and time by 25%, increase the new partner activation rate by 300% and drive growth with better performing partners by 2x-4x.
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OutSystems
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United States
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Software Development
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700 & Above Employee
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Regional Channel Manager
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Mar 2021 - Dec 2021
OutSystems is the magic quadrant leader for rapid, visual application development (low-code). My responsibilities include partner recruiting, managing relationships, expanding the partners business, through enablement, marketing, and driving new ARR. Helped to shift the partner engagement from a primarily partner services focus to uncovering new OutSystems opportunities within their customer base. I have helped the company re-imagine and widen our target Partner Profile. In 8 months, I… Show more OutSystems is the magic quadrant leader for rapid, visual application development (low-code). My responsibilities include partner recruiting, managing relationships, expanding the partners business, through enablement, marketing, and driving new ARR. Helped to shift the partner engagement from a primarily partner services focus to uncovering new OutSystems opportunities within their customer base. I have helped the company re-imagine and widen our target Partner Profile. In 8 months, I have expanded the West Region OutSystems partners by 40%. Increased new deal registrations by 235% and tapped into new partner segments to increase partner sourced pipeline YoY by 347%. We shifted from focusing on large and boutique consulting/integrators to include VAR’s, and Cloud Service Providers. We uncovered a specific, target customer problem in Cloud Data migration projects that our software helped to solve. I worked with one of my Key Partners to build a knowledge base, prospecting tools and a sales and marketing campaign. We just launched this campaign to over 20,000 target prospect contacts! Show less OutSystems is the magic quadrant leader for rapid, visual application development (low-code). My responsibilities include partner recruiting, managing relationships, expanding the partners business, through enablement, marketing, and driving new ARR. Helped to shift the partner engagement from a primarily partner services focus to uncovering new OutSystems opportunities within their customer base. I have helped the company re-imagine and widen our target Partner Profile. In 8 months, I… Show more OutSystems is the magic quadrant leader for rapid, visual application development (low-code). My responsibilities include partner recruiting, managing relationships, expanding the partners business, through enablement, marketing, and driving new ARR. Helped to shift the partner engagement from a primarily partner services focus to uncovering new OutSystems opportunities within their customer base. I have helped the company re-imagine and widen our target Partner Profile. In 8 months, I have expanded the West Region OutSystems partners by 40%. Increased new deal registrations by 235% and tapped into new partner segments to increase partner sourced pipeline YoY by 347%. We shifted from focusing on large and boutique consulting/integrators to include VAR’s, and Cloud Service Providers. We uncovered a specific, target customer problem in Cloud Data migration projects that our software helped to solve. I worked with one of my Key Partners to build a knowledge base, prospecting tools and a sales and marketing campaign. We just launched this campaign to over 20,000 target prospect contacts! Show less
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LogMeIn
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United States
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Software Development
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700 & Above Employee
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Director, North America Channel
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Apr 2020 - Mar 2021
Manage the development and growth of the LogMeIn "Classic" Referral and Resell programs in North America. We are leading the industry in developing a trusted advisor Partner community that is passionate about championing LogMeIn products to their customers and business networks, and earning rewards by referring leads to partner together in closing with our Sales teams. • Manage Channel Programs through the merger of the GoTo Div. of Citrix with LogMeIn developing systems, platform… Show more Manage the development and growth of the LogMeIn "Classic" Referral and Resell programs in North America. We are leading the industry in developing a trusted advisor Partner community that is passionate about championing LogMeIn products to their customers and business networks, and earning rewards by referring leads to partner together in closing with our Sales teams. • Manage Channel Programs through the merger of the GoTo Div. of Citrix with LogMeIn developing systems, platform integrations, channel agreements, channel programs, partner relationships & sales team trainings • Created and Expanded Channel Account Manager team to engage key partner accounts. Trained direct sales teams to work with partner leads in a co-selling model. • Worked with the Business Systems teams to integrate with partner referral system with our CRM and automate reseller quoting for our reps. •Helped develop channel strategies of our LastPass MSP product. Assisted in coordinating blending our Jive UCaaS Channels with our existing Channel Programs following the Jive acquisition. Selected Achievements: ► Grew channel programs with sales over 65% year-over-year for the last three years, LogMeIn, 2017-2020 ► Launched the Citrix SaaS and LogMeIn marketplaces for integration partners. ► Developed new channel strategy allowing direct sales team of 500 people to work partner leads to drive close high valued leads at over 30% conversion rate and over 2 times the direct ADS.
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Sr. Manager, North America Channel
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Feb 2017 - Apr 2020
Manage the development and growth of the LogMeIn "Classic" Referral and Resell programs in North America. We are leading the industry in developing a trusted advisor Partner community that is passionate about championing LogMeIn products to their customers and business networks, and earning rewards by referring leads to partner together in closing with our Sales teams. • Manage Channel Programs through the merger of the GoTo Div. of Citrix with LogMeIn developing systems, platform… Show more Manage the development and growth of the LogMeIn "Classic" Referral and Resell programs in North America. We are leading the industry in developing a trusted advisor Partner community that is passionate about championing LogMeIn products to their customers and business networks, and earning rewards by referring leads to partner together in closing with our Sales teams. • Manage Channel Programs through the merger of the GoTo Div. of Citrix with LogMeIn developing systems, platform integrations, channel agreements, channel programs, partner relationships & sales team trainings • Created Channel Account Manager team to engage key partner accounts. Trained direct sales teams to work with partner leads in a co-selling model. • Worked with the Business Systems teams to integrate with partner referral system with our CRM and automate reseller quoting for our reps. • Assisted in coordinating blending our Jive Cloud Phone and NanoRep AI Channels with our classic Referral and Resell Channel Programs following the Jive acquisition.
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Citrix Online
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Tempe, AZ
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Sr. Manager, SaaS Partner Development
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Dec 2004 - Feb 2017
Manage the development and operations of the Citrix SaaS Advisor Program (CSSA), a trusted advisor Referral and Resell Partner community that is passionate about championing Citrix SaaS products to their customers and business networks, and earning rewards by referring leads to our SaaS team. Provided leadership in managing and developing the Worldwide Sales Support Operations Process. • Manage strategic business channel and integration opportunities, initiatives, partnerships, and… Show more Manage the development and operations of the Citrix SaaS Advisor Program (CSSA), a trusted advisor Referral and Resell Partner community that is passionate about championing Citrix SaaS products to their customers and business networks, and earning rewards by referring leads to our SaaS team. Provided leadership in managing and developing the Worldwide Sales Support Operations Process. • Manage strategic business channel and integration opportunities, initiatives, partnerships, and alliances to power revenue growth. • Simplify systems and processes to facilitate sales & business channels to operate simpler, faster and to exceed sales goals. • Define vision, strategies, tactics and workflow for sales and partner agreements, purchase orders, and partner commission payments. • Select, develop, and evaluate sales personnel and systems to ensure efficient operation of processes. Show less Manage the development and operations of the Citrix SaaS Advisor Program (CSSA), a trusted advisor Referral and Resell Partner community that is passionate about championing Citrix SaaS products to their customers and business networks, and earning rewards by referring leads to our SaaS team. Provided leadership in managing and developing the Worldwide Sales Support Operations Process. • Manage strategic business channel and integration opportunities, initiatives, partnerships, and… Show more Manage the development and operations of the Citrix SaaS Advisor Program (CSSA), a trusted advisor Referral and Resell Partner community that is passionate about championing Citrix SaaS products to their customers and business networks, and earning rewards by referring leads to our SaaS team. Provided leadership in managing and developing the Worldwide Sales Support Operations Process. • Manage strategic business channel and integration opportunities, initiatives, partnerships, and alliances to power revenue growth. • Simplify systems and processes to facilitate sales & business channels to operate simpler, faster and to exceed sales goals. • Define vision, strategies, tactics and workflow for sales and partner agreements, purchase orders, and partner commission payments. • Select, develop, and evaluate sales personnel and systems to ensure efficient operation of processes. Show less
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Citrix Online, a division of Citrix Systems, Inc.
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Santa Barbara, California Area
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Sr. Manager, Sales, Channel and Client Services Support
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Dec 2004 - Dec 2013
• Worked cross-functionally with senior level leaders in the design and integration of commerce system with Salesforce Program which accelerated sales/transactions and reduced need for legal support by 88%. • Managed sales and client service support team that created automated support request ticket system allowing 300+ direct sales reps and care reps to track metrics anytime. • Simplified sales processes and systems through automation, doubling sales with the same number of support… Show more • Worked cross-functionally with senior level leaders in the design and integration of commerce system with Salesforce Program which accelerated sales/transactions and reduced need for legal support by 88%. • Managed sales and client service support team that created automated support request ticket system allowing 300+ direct sales reps and care reps to track metrics anytime. • Simplified sales processes and systems through automation, doubling sales with the same number of support personnel. • Led training of Innovation Workshop for 3 years saving time and money by simplifying automation of billing, legal, commerce system and support processes. • Brought together business systems teams including sales and care support, legal, finance, accounts receivable and commerce system teams to brainstorm and simplify system processes. Show less • Worked cross-functionally with senior level leaders in the design and integration of commerce system with Salesforce Program which accelerated sales/transactions and reduced need for legal support by 88%. • Managed sales and client service support team that created automated support request ticket system allowing 300+ direct sales reps and care reps to track metrics anytime. • Simplified sales processes and systems through automation, doubling sales with the same number of support… Show more • Worked cross-functionally with senior level leaders in the design and integration of commerce system with Salesforce Program which accelerated sales/transactions and reduced need for legal support by 88%. • Managed sales and client service support team that created automated support request ticket system allowing 300+ direct sales reps and care reps to track metrics anytime. • Simplified sales processes and systems through automation, doubling sales with the same number of support personnel. • Led training of Innovation Workshop for 3 years saving time and money by simplifying automation of billing, legal, commerce system and support processes. • Brought together business systems teams including sales and care support, legal, finance, accounts receivable and commerce system teams to brainstorm and simplify system processes. Show less
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Expertcity Inc
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United States
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Software Development
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Channel Operations Manager
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Jan 2003 - Feb 2004
• Launched one of the first software as a service Reseller and Referral Partners Programs in the industry resulting in significant incremental business and revenues. • Worked with key partners to generate leads and drove product sales through channel business development and high level of customer engagements. • Launched one of the first software as a service Reseller and Referral Partners Programs in the industry resulting in significant incremental business and revenues. • Worked with key partners to generate leads and drove product sales through channel business development and high level of customer engagements.
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Experticty
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Santa Barbara, California Area
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Account Manager
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Mar 2001 - Jan 2003
• Provided active account support for corporate customers and drove the introduction of new technologies aligning product teams with product/feature ideas to drive sales. • Tested and launched account add-on growth sales model for the Account Management team. Developed account usage engagement processes to activate low usage customer and to sell add-on seats to high usage accounts. • Provided active account support for corporate customers and drove the introduction of new technologies aligning product teams with product/feature ideas to drive sales. • Tested and launched account add-on growth sales model for the Account Management team. Developed account usage engagement processes to activate low usage customer and to sell add-on seats to high usage accounts.
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Expertcity Inc
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United States
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Software Development
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Customer Service Supervisor
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Dec 1999 - Mar 2001
• Developed Customer Service for a start-up and developed early stage functionality of email support system, support content and activated the company’s online ecommerce systems and management. • Assisted in the pivot from initial unsuccessful product offering to new online and offline Corporate product offerings and launch • Developed Customer Service for a start-up and developed early stage functionality of email support system, support content and activated the company’s online ecommerce systems and management. • Assisted in the pivot from initial unsuccessful product offering to new online and offline Corporate product offerings and launch
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Education
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1976 - 1980
Arizona State University
Bachelor of Arts (B.A.), English Language and Literature, General -
El Camino College, CSU Dominquez Hills, Santa Barbara City College
