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based companies are either looking to expand their current
operations in the region or create new operations – par-
ticularly in China and India,” said Cardi Prinzi, head of enter-
prise sales for the Americas for Telstra. “We have seen from
experience that agents’ customers may be utilizing provid-
ers that do not extend services to Asia, so Pacnet can help
them provide additional services for expansion and have a
platform to address new opportunities.”
That’s a message that resonates as master agents
move up-market to tap larger enterprises, many of whom are
looking to expand globally. Jay Bradley, president of Inteli-
sys, added, “Demand for international services continues to
grow and [we have a] commitment to support our partners
with customer opportunities in Asia.”
Telstra’s recent success with U.S.
partners in China include a large data
contract for an advertising customer that
delivered a $20,700 monthly recurring
commission to the channel partner; a
manufacturing customer that needed
an Ethernet private line between Tai-
wan, Shanghai and the U.S. (a $30,600
MRC); and a couple of global MPLS wins
with a logistics customer and a software
customer – resulting in $178,000 MRC
and $27,000 MRC, respectively.
“We are helping partners to expand
their conversations and drive new reve-
nue streams within their existing account
base through international,” said Jason
Kitzmiller, vice president of channel
sales. “My team is ready to help you do
the same – we are your expert resource
for doing business in Asia – and particu-
larly in China.”
NTT Communications (NTT Com)
has also set its sights on U.S. channel
partners, especially given the dramatic
growth in the UCaaS market in the Asia-
Pacific region. The company sees a key
trend being businesses making the
switch to IP communications in order to
reduce their cost of international calls.
This is particularly the case in industry
verticals with highly mobile workforces
such as in professional services, logis-
tics, travel and hospitality, transporta-
tion, entertainment and retail sectors.
Last fall, NTT America said that its
new Global Solutions Channel Partner
Program had surpassed initial expecta-
tions by achieving 60 percent of the
company’s total goal for secured chan-
nel partnerships ahead of schedule. So
far, NTT America has signed nine master
agents from all regions of the country,
including Sandler Partners, PlanetOne
Comunications, TBI, Presidio, WTG and others. It has a
goal of reaching 15 total, all of which is aimed at signing
enterprises and mid-market organizations looking to ex-
pand their operations globally.
“NTT Com’s global reputation and international service
offerings were among the primary reasons that Sandler
Partners became one of the first distribution partners to
join NTT America’s Global Solution Channel Partner Pro-
gram,” said Alan Sandler, founder and managing partner,
Sandler Partners. “So far, the NTT America team has
shown extraordinary flexibility and support in matching and
engineering their services to client needs. We are looking
forward to an ongoing successful partnership.”
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May - June 2016
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Channel
Vision