88 / 96
ChannelVision: Tell me a bit about your
channel growth in the last few months.
Cardi Prinzi:
Over the past four
years, vice president of channel sales
Jason Kitzmiller has worked with chan-
nel partners to help focus on the grow-
ing opportunities in the Asia-Pacific
region. Following the Pacnet acquisi-
tion, he has added channel managers
Kit Carker in Dallas and Anthin Zito in
the Pacific Northwest. They join Den-
nis Calderwood in California and Marco
Mancuso in New York to form a dedicated
channel team with access to in-region
experts in 22 countries throughout
the Asia-Pacific.
CV: What benefits do you offer the
channel from a product and port-
folio perspective?
CP:
As many U.S. companies are
expanding into the growing markets
throughout Asia, Telstra has the ex-
pertise to help its customers execute
their business plans. Many solutions
combine multiple services – private
line, MPLS, data center, managed and
cloud services, and Internet services.
Our subsea network represents
up to 30 percent of total active ca-
pacity in the Asia-Pacific region and
connects all of the major markets in
Asia. Unlike the U.S. and Europe,
virtually all of the largest markets
in Asia are connected with sub-sea
networks, and Telstra has multiple
routes and segments connecting
the region together. With more
than 2,000 global points of pres-
ence (PoPs), Telstra can work with
agents and customers to offer glob-
al solutions. Importantly, with China
continuing to draw considerable in-
terest, our joint venture in mainland
China, Telstra PBS, has a network
with 26 PoPs in China’s 21 key cit-
ies, providing MPLS, managed net-
work and data center services.
By
Tara
Seals
A
ustralian powerhouse Telstra has
invested heavily to become a major
channel player in the United States,
expanding its U.S. agent program after
acquiring Pacnet in 2015.
Telstra’s Cardi Prinzi discusses opportunities
inAsia for U.S. channel partners
Access
toAsia
International Agents
That acquisition was part of Telstra’s significant investment
in product and network upgrades to help U.S. multinational
companies connect to customers in the Asia-Pacific region.
The result is that through Telstra, channel partners can ac-
cess the largest sub-sea fiber network in that region, as
well as data centers in key markets such as mainland
China. And, the company has built a dedicated channel
team with a presence in California, New York, Texas and
the Pacific Northwest to support those efforts.
We sat down with Cardi Prinzi, head of U.S. sales at
Telstra, to find out more about the company’s U.S. strat-
egy and latest portfolio initiatives that would be of interest
to the channel community.
Cardi Prinzi, head of
U.S. sales at Telstra
Channel
Vision
|
March - April, 2017
88