The ‘New’ MegaPath: Channel Chief Rob McCarthy Settles In
Rob McCarthy says he’s ready to embrace and educate channel partners on the “new” MegaPath.
McCarthy recently was appointed MegaPath’s new vice president of channel sales. He will be responsible for the direction and management of the company’s channel organization – leading channel initiatives and developing streamlined sales processes that help partners grow their businesses. He previously was senior channel director at Vonage Business Solutions.
This has been a year of big changes for MegaPath, marked by the unexpected sale of its managed-services unit to GTT Communications in February, the sudden departure of the popular Dan Foster as president of business markets and the sale of its network-services business unit to Global Capacity.
In a Q&A with Channel Partners, McCarthy talks about what it’s like to join a company in transition and what he plans to accomplish as the new leader of MegaPath’s North American channel sales organization.
Channel Partners: What made you want to become MegaPath’s new vice president of channel sales?
Rob McCarthy: The opportunity to build the channel program into a world-class program is first and foremost my driver. The changes MegaPath has made to the business focus, emphasis on channel and product set were all key factors as well.
CP: This has been a big year for changes at MegaPath. With that in mind, what will be your role in terms of fulfilling MegaPath’s mission going forward?
RM: Our mission is to provide innovative, high-quality and secure IP cloud services to our customers and partners. My role is to carry that torch proudly and give our partners the confidence that MegaPath is the first choice when it comes to cloud-communications services for its customers. The core culture and innovative thinking throughout the organization remain strong and in place. I have the utmost faith that what we now offer brings our partners a whole new approach to what the MegaPath name means to their business.
CP: What do you want MegaPath’s partners and the channel to know about you?
RM: I am in the trenches and carry a bag just like they do. The only way I can build our partners’ trust is …
… through earning their respect through hard work and realistic promises that we will deliver on. I have a true understanding of what it’s like to have to deal with unpleasant customer situations and want my partners to know I will be standing right by their side, day in and day out. My mantra is that I work for the partner and MegaPath provides my toolkit now.
CP: What are the biggest challenges associated with your new position?
RM: I think the biggest gap we need to bridge is the lack of understanding and communication that came out of the divestiture period. My main objective is to get out in front of our partners and communicate clearly who the new MegaPath is, and what we truly bring to the table for our partners today.
CP: What are the most important tasks you want to accomplish?
RM: I think our partners are comfortable with the MegaPath footprint and the ability to provide many options of access anywhere in the country. Now we need to clearly communicate that we have everything in place to layer on top, such as the advanced cloud-communications products that our customers require today. The days of the premises-based PBX are fading quickly, and a successful communications provider has to be able to support the evolution to the cloud. MegaPath is in a unique position that few others are in. We have the ability to provide every flavor of network access, then provide a chosen level of access, then support and provide the desktop tools they need to run their business, day to day.
CP: Is this new position a big departure from what you were doing at Vonage Business Solutions? If so, how?
RM: Vonage was very good to me. They are an extremely savvy company with fantastic senior leadership and vision. I view my new role in a very similar light, to support and educate our partners on the best business solutions available today, along with keeping them in touch with MegaPath’s vision. The MegaPath offering provides me the ability to add the legacy products and network elements that I didn’t have at Vonage, really allowing me to be part of a true full-service provider.
