Granite Telecom Values Growing Partner Influence

Granite Telecommunication is doubling down on its commitment to the indirect sales channel by rounding out its nationwide channel team, adding another layer of partner support.

Granite has kept the promises it made last year to build out local support for its indirect sales partners. The team now includes 14 regional channel managers, who work in collaboration with four national channel managers, including Kevin Bednarz, Dave Hanron, Mike O’Neill (public sector) and the latest addition, Brian Thomas.

This all-star team rolls up to five strategic leaders, including Charlie Pagliazzo, Vice President of Channels; Brad Dupee, Director of National Channel Sales; Russ Bishop, Director of Strategic Channel Sales; Shawn Graham, Director of Regional Channel Sales – West, and Dave Lannon, Director of Regional Channel Sales –East.

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According to the company, the strategy is working. Granite Channels has grown as a percentage of Granite’s overall business over the last several years, and in in 2019 it grew at a greater rate than direct for new business added.

In addition to its expanded channel sales and leadership teams, the company has invested in layers of support for partners, including teams for partner sales support, client solutions development, sales engineering, project management, account management and customer service. Granite also has a “break glass” option to escalate issues to the highest level of the organization.

New in 2020, Granite is adding a partner sales development team composed of liaisons between channel partners and Granite’s internal teams.