https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Tech Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Tech Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

People on the Move


Shutterstock

Start slideshow

Glackin Joins Cinven-Backed Nitel, Eyes MSP Partner Growth

  • Written by James Anderson
  • April 11, 2022
"The key to engaging with the MSPs where we've traditionally failed in the traditional telecom channel is that we've tried to force the MSPs to operate the way we operate," Glackin said.

Jim Glackin will lead the channel for Nitel as the Chicago-based technology services provider harnesses a private equity investment from Cinven.

Glackin, who is also based in the Chicago area, will work as executive vice president of channel sales for the company. Glackin is entering a newly created role at Nitel that focuses on the channel. The company recently promoted executive vice president of sales and marketing Mark Dickey, who previously oversaw channel, to chief revenue officer. Nitel drives approximately 40% of its revenue through wholesale and 60% through channel partners. Glackin is taking responsibility for the latter market route.

Glackin, Jim

Jim Glackin

“We’ve never had a leader solely dedicated to channel, so this is a major investment by Nitel into the channel,” Glackin told Channel Futures. “It’s a significant investment to broaden our reach and commitment to the channel.”

New Role

Glackin said he’ll work to promote Nitel’s efforts to move beyond broadband aggregation and into cloud enablement, security and other managed solutions. He’ll work to identify and engage with new partners as well as expand existing relationships. One such area of new partners is MSPs. While Nitel will be doubling down on the “white-hot” traditional agent model, Glackin said he sees major opportunity to sell with MSPs.

“I think that the MSP channel, which has traditionally stayed out of selling the traditional products and services of this channel, are actually now looking to jump in with both feet,” he said.

However, Glackin said Nitel needs to work with MSPs in the way MSPs feel most comfortable.

“The key to engaging with the MSPs where we’ve traditionally failed in the traditional telecom channel is that we’ve tried to force the MSPs to operate the way we operate,” he said. “And if you really want to be successful in that space, you’ve got to be able to fit into the selling motion of the MSP.”

To that end, Glackin said Nitel is looking to engage with the traditional IT distributors. Glackin said he has already started reaching out to some of the top players.

He also said wants he wants to grow the channel on an international basis.

Nitel Investment

Nitel last November announced its acceptance of funding from London-based private equity firm Cinven. The firm said it was helping Nitel tackle a total addressable market of more than $28 billion. That comes from the vendor efforts in managed internet connectivity services (which includes SD-WAN) and managed security.

A couple of months after announcing the investment, Nitel announced that it had promoted Dickey to chief revenue officer and promoted Margi Shaw to CEO. Nitel founders Rick Stern and Ron Grason moved into board observer roles.

Scroll through the images above to read comments from partners and friends of Jim, as well as news of Nitel’s new DDoS mitigation offering.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn.

 

Tags: Agents MSPs Channel Chatter Galleries Intelligence Mergers and Acquisitions New/Changing Channel Programs People on the Move SDN/SD-WAN Security Strategy

Most Recent


  • Barracuda Discover22 EMEA
    Barracuda Sees Huge Shift to Managed Services Among Partners
    Nine out of 10 Barracuda partners now identify as MSPs as CEO Hatem Naguib details “going heavy” into managed services.
  • Grabber machine
    Converge Technology Solutions Snaps Up PC Specialists
    This is the California-based company’s 31st acquisition.
  • Ingram Micro Cloud Summit: From the Expo Floor
    "By gaining access to an ecosystem of partners, we’ll put distribution at the center of our channel strategy,” summit participants said.
  • Old job new job
    Exclusive: Zoom Channel Leader Laura Padilla Takes New Role with Airtable
    Airtable's valuation reached $11 billion in December.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • New Hire
    Eric Torres, Formerly of Datto, Joins ScalePad as VP of Channel
  • New leadership from within the ranks
    Thrive Hires Intelisys, LogMeIn Vet as New Channel Chief to Enhance Managed Services Brand
  • New Hire
    Edify Labs Chooses Mitel, Serenova Vet to Lead Channel Sales
  • Cloud Backup
    Former Commvault Vets Lead Startup Parablu's Goal to Disrupt SaaS Backup

Upcoming Events

View all

Channel Partners Europe

June 14, 2022 - June 15, 2022

MSP Summit

September 13, 2022 - September 16, 2022

Galleries

View all

Ingram Micro Cloud Summit: From the Expo Floor

May 20, 2022

What Does TSB Consolidation Mean for Vendors? Channel Reacts to PlanetOne-Avant Deal

May 19, 2022

The Gately Report: BlackBerry Ups Investment, Support of MSSP Partners

May 19, 2022

Industry Perspectives

View all

How SD-WAN Helps Secure the Expanding Network Perimeter

May 19, 2022

A Sneak Peek at the 2022 BrightCloud Threat Report

May 17, 2022

Build Customers for Life with CX and Lifecycle Selling

May 16, 2022

Webinars

View all

Simplifying SaaS Security for MSPs

April 27, 2022

How to Supercharge The Network to Support Your IT Superhero Moves

May 3, 2022

The 2022 MSP Challenge: Scale Service Delivery Despite the Talent Gap

April 21, 2022

White Papers

View all

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

The AT&T Cybersecurity Incident Response Toolkit

April 4, 2022

Channel Futures TV

View all

AT&T, Microsoft, Cisco, ThreatLocker on Unlocking Partner Potential

Agents Share ‘Secrets,’ Industry Opportunity

May 11, 2022

Vonage Addresses Potential Partner Opportunity via Acquisition by Ericsson

May 5, 2022

Lumen Technologies ‘Built for Growth and Scale’

May 4, 2022

Twitter

ChannelFutures

We are proud to recognize @UNESCO's World Day for Cultural Diversity for Dialogue and Development, a day to celebra… twitter.com/i/web/status/1…

May 21, 2022
ChannelFutures

.@barracuda seeing huge shift to managed services among partners at #discover22 dlvr.it/SQmR1y https://t.co/driODezzpS

May 20, 2022
ChannelFutures

.@ConvergeTSC has just announced the acquisition of PC Specialists (@TIGConnect). dlvr.it/SQmMqK https://t.co/suLrTFx1W1

May 20, 2022
ChannelFutures

Photos from Expo @IngramMicroInc Cloud Summit for @pluralsight, @Vonage, @CloudCt4, @watchguard, @TenableSecurity,… twitter.com/i/web/status/1…

May 20, 2022
ChannelFutures

.@Zoom channel leader @LauraPadillaSF has taken a new role with @airtable. dlvr.it/SQm6pd https://t.co/R71QtFlwwy

May 20, 2022
ChannelFutures

Was Cisco right to blame "external factors" for its latest numbers? @zkerravala, @AnuragTechaisle, @OmdiaHQ and… twitter.com/i/web/status/1…

May 20, 2022
ChannelFutures

The deal between @Avant_CCC and @PlanetOneComm comes at a critical juncture in the channel, as vendors envision dea… twitter.com/i/web/status/1…

May 19, 2022
ChannelFutures

.@QNAP_nas warns of #ransomware attack on storage devices. dlvr.it/SQhjs3 https://t.co/2FL32Zh5Be

May 19, 2022

MSSP Insider

Business advice for MSSPs and news from the broader security channel.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X