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March 25, 2010

2 Min Read
J.D. Baker, ACC Business

Title: President & CEO
Years in current position: 9
Years with current company: 12
Years in the indirect channel: 12

Past jobs in the indirect channel: Vice president of marketing, vice president of operations.

Biggest challenge: “Our biggest challenge is to continue to deliver the appropriate product portfolio combined with an agent and customer experience that is second to none.”

What is the importance of the indirect channel to your organization? “ACC Business, which is an AT&T company, is in a unique position when it comes to this question. The indirect channel is our ONLY channel. We do not have a direct sales force; we do not sell services wholesale. Our single distribution channel is our agent partners and it has been that way since the creation of the ACC Business program as we know it today. Our entire organization and processes are built around and sensitized to the key role that our agent plays for ACC Business and our customers. They are an integral part of our go-to-market strategy, not a ‘bolt-on’ after thought. Our ‘agent only’ distribution strategy has been a key component of our past success and our future is predicated on our exclusive focus on the indirect channel as our platform to service our customers.”

To what extent do you engage in activities to promote or advance the channel? “There is nothing we do that isn’t focused on promoting or advancing the channel. It’s all we do.”

Favorite TV show: Lost

What others are saying about J.D.:

“J.D. has done an outstanding job running ACC Business and keeping it true to its core principals. They are 100 percent channel-driven and provide a level of support that is second to none. J.D. has also built ACC Business to strategically bring AT&T incremental revenue via this alternative brand. Amazingly enough, J.D. has successfully eliminated conflict and continues to add value back to the agents and parent company. This in itself makes him very unique in this space and because he has executed his plan with such precision, I firmly believe he deserves to be Channel Executive of the Year.”
— Brad Miehl, President/CEO, MicroCorp Inc., master agent

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