CHANNEL PARTNERS CONFERENCE & EXPO — New England-based Granite Telecommunications (CP Expo booth 1731 and MSP Summit booth 44) is expanding its channel partner efforts in multiple areas, including new partnerships for the Granite VAR program.

The technology services provider and carrier aggregator has added multiple members to its channel team, expanded its value-added reseller (VAR) program and bolstered its West coast presence. It has launched strategic distribution partnerships to grow its VAR efforts.

The company made the announcement at the Channel Partners Conference & Expo in Las Vegas.

Vice president of channels Charlie Pagliazzo said the company is moving in the opposite direction of the layoffs and budget cuts that we’re seeing at other vendors.

Granite’s Charlie Pagliazzo

“While many technology companies are laying off employees and underfunding their channels, Granite is investing more resources into its partner program,” Pagliazzo said. “We’ve added channel pros and team members to improve the partner experience and growing alternate routes to market with new partner types.”

Personnel

Granite’s Eric Stark

Channel Futures wrote last month about the appointment of Eric Stark as director of West sales.

The company has also added Colm Armstrong as director of strategic partner development. Armstrong had been working at Evoque Data Center Solutions as national account director for Northeast and EMEA. He has also worked for NetFortris, Ecessa and IntelePeer.

Granite’s Colm Armstrong

In addition, Granite has hired Vern Jacques as senior regional channel manager for the West. Jacques, a former member of BullsEye and BCN, most recently worked at AppDirect.

Granite Telecommunications’ Vern Jacques

It’s worth noting that Granite is headquartered in Quincy, Massachusetts, on the other side of the country, making Stark and Jacques’ appointments a sign of growth across the nation.

In addition, Granite hired two channel support represents who handle quotes, commissions and day-to-day processes. Granite Telecommunications will also target inactive partners with five new channel sales associates.

Granite VAR Program

Furthermore, Granite has hired two development managers for its VAR partner Program. One year after unveiling the program, the company adding strategic distributor relationships. Granite lists ScanSource, TD Synnex, Ingram Micro and Jenne among its preferred distributors.

The Granite VAR program at its inception included strategic technology partnerships with vendors Cradlepoint, Fortinet and Juniper Networks.

Granite reportedly exceeded its goal of  $1.8 billion in annualized revenue in 2022. It reached $1.65 billion in annualized revenue in spring 2021 and $1.5 billion in annualized revenues in 2019.