37 2026 TSD DIRECTORY | CHANNELVISION market. Rather, it is core to how we go to market and core to who we are. We also share a relentless focus on innovation and a belief that managed services should deliver measurable operational impact for the customer, not simply fulfill a requirement. AL: Both AireSpring and Spectrotel have built their businesses around service excellence, technical expertise, partner trust and a strong commitment to the indirect channel. That shared foundation matters because successful integration is not just about systems and portfolios, it is about how people work together, support customers and show up for partners every day. At AireSpring, our employees have always been central to our success, and we see that same customer-first, partner-first mindset at Spectrotel. That gives us confidence that the combined organization can preserve what has made each company successful while creating an even stronger platform for growth. CV: What is your vision for the combined company’s channel program? What can partners expect in the coming months? RA: Our channel-first commitment will be a core differentiator of the combined company, and partners can expect that to be reinforced, not diluted. Once we close the transaction and advance integration, partners should expect a significantly broader portfolio of solutions. More specifically, they will have access to expanded global reach and infrastructure, facility-based network assets, geo-redundant voice infrastructure, nationwide fiber capabilities and deeper managed services capabilities, including ongoing investment in AI-driven network intelligence. With stronger alignment across a broader range of customer segments, partners will be better-positioned to capture opportunities with solutions tailored to specific customer needs. Importantly, with only about 20 percent partner overlap between the two organizations, channel conflict will be minimal. This combination is designed to expand opportunity not compete with it. AL: AireSpring has operated a 100 percent channel-exclusive model for more than two decades, and that commitment remains unchanged. In many ways, this combination expands what partners will be able to deliver to their customers by bringing together broader global connectivity capabilities, managed services depth, enhanced infrastructure assets and stronger operational scale under one platform. We believe the combined organization will give partners greater confidence pursuing larger enterprises and multi-location opportunities, while continuing to provide the hightouch support, engineering expertise and channel alignment that have always differentiated AireSpring in the market. CV: How will the combined scale of the organization help partners compete for larger, more complex enterprise opportunities? RA: This is exactly where the combined platform is purpose-built to win. Scale matters when partners are competing for distributed, multi-location and global enterprise opportunities, and it is top of mind as we form a broader, global platform. Partners will ultimately have a single supplier capable of supporting multisolution, multi-location and complex enterprise deals end-to-end. The combined assets of these two companies bring some of the most innovative and comprehensive solutions in the marketplace under one roof: global connectivity, global SD-WAN cloud gateways, managed services, U.S. nationwide fiber NNIs, a next-generation voice softswitch, enterprise mobility, copper transformation services and leading-edge observability and managed network services tools. This gives partners the ability to pursue larger opportunities they might have previously needed to split between providers, deliver broader end-to-end connectivity solutions and rely on a platform with the technical depth to back it up. We believe this will enhance partners’ ability to win larger deals, expand wallet share and deliver better outcomes for end customers. AL: Enterprise customers increasingly want providers that can deliver broader control, visibility, resiliency and accountability across highly distributed environments. By combining facility-based fiber infrastructure, geo-redundant voice capabilities, global connectivity, managed services expertise and advanced network intelligence tools, the combined platform will be significantly better positioned to support complex enterprise requirements. Partners will benefit from greater technical depth, enhanced operational scale and the ability to support multi-location, multi-solution deployments through a more unified and accountable delivery model that reduces complexity for the customer. CV: How will you leverage the combined support of Grain and Charlesbank to accelerate growth? RA: Having both Charlesbank and Grain behind the combined platform is a significant advantage that will allow us to accelerate our strategic direction as a better-resourced organization. Grain has been a tremendous partner to Spectrotel and brings deep expertise in digital infrastructure, broadband and communications. Their continued investment in the company is a strong vote of confidence in the platform we have built and where we are heading. Charlesbank brings nearly three decades of experience partnering with management teams to scale technology-enabled services businesses, and they will be another valuable partner as we continue to scale our platform and accelerate growth. Together, the two firms give us the capital and strategic support to invest in what matters most for our customers and partners: ongoing advances in automation and AI-driven network intelligence, an expanding suite of managed services and deeper partnerships across the channel and carrier ecosystem. AL: The support of Charlesbank and Grain gives the combined organization additional resources, operational expertise and long-term strategic backing that will help accelerate innovation, expand our managed services capabilities and further strengthen the customer and partner experience. Both firms understand the value of the channel and the growing demand for integrated managed network services platforms that can support increasingly complex enterprise environments. With their support, we believe we are exceptionally wellpositioned to continue investing in automation, AI-driven network intelligence, global connectivity and the operational scale required to support long-term growth. The Lonstein family will also remain significant minority investors in the combined company, reflecting our continued confidence in the leadership team, the platform and the long-term opportunity ahead. o
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