With the increasing diversity of the partner ecosystem, compounded by the impact of automation, smart dashboards and online portals, channel managers have a lot to consider when it comes to partner recruitment and engagement. But before getting too enamored with AI-based training tools or big incentives, it’s important to remember what Canalys found to be the most important aspect of partner enablement, according to the partners being enabled: ease of onboarding. Connectivty provider Expereo announced the appointment of Mike Otting as senior vice president of channel for the U.S. A signal to Expereo’s increased commitment to the U.S. channel, Otting brings the company more than 20 years of leadership experience across telecom, technology and insurance, specializing in building high-performing sales models and forging strategic partnerships. Most recently, he built and scaled First Orion’s channel organization, which contributed to significant revenue growth - surpassing $14 million annually. “The combination of global expertise and a strong footprint gives us a unique advantage in the U.S. market, especially as technology and regulatory changes create new opportunities across borders,” said Otting. AireSpring announce that Michael Curtin has joined the Midwest team as a regional channel manager. Based in Wisconsin, Curtin most recently served as channel sales manager for Adaptiv Networks, where he helped deliver a range of connectivity and security solutions, including SASE and SD-WAN. As national channel manager at OnSIP prior to that, he was instrumental in developing a partner channel program and growing sales of UCaaS, CCaaS and POTS line replacements. Curtin’s background in international sales will also be key to helping AireSpring continue to bring solutions to multi-location enterprises operating globally, said the company. Onboarding Key to Recruitment Expereo Names U.S. Channel Chief CHANNEL MANAGEMENT AireSpring Adds Curtin to Midwest Channel GTT Communications, a networking and security-aaS provider for multinational organizations, appointed Chris Jones as national vice president partner channel, Americas. In this role, he will lead GTT’s partner relationships, channel sales and channel enablement within the agent channel. Jones previously served AT&T as AVP for partner solutions, alliances channel and the ACC business. With decades of channel experience, he brings a background in sales, go-to-market strategies, partnerships and alliances. “As we continue to expand and invest in our channel strategy, Chris will be instrumental in accelerating success for everyone who relies on GTT and strengthening our position as the go-to provider for secure cloud networking solutions,” said Sara Segers, GTT Americas senior vice president, channel and partner program. “GTT continues to reinforce its commitment to the partner community with strategic investments that drive partner and customer success.” GTT Adds VP, Partner Channel Americas 32 CHANNELVISION | JANUARY - FEBRUARY 2025 Source: Flex Index Which of the following to you conder the most important aspect of partner enablement? Source: Canalys 2 Days 3 Days 4 Days 5 Days 10% 28% Average = 2.78 days 3% 0% 5% 10% 15% 20% 25% 30% 5% 32% Days in Offic Ease of onboarding process Compelling incentives/rewards Guided next step of journey Targeted live or on-demand training Clearly stated objectives 28% 23% 20% 16% 13%
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