Profile: EarthLink’s J.R. Cook, CHEXOTY Finalist
Vice President, Partner Channel
EarthLink Business
Years in current position: Almost 4 years
Years with current company: Almost 4 years
Years in the indirect channel: 13 years
What key initiatives did you spearhead in 2011 that culminated in improvements for your channel partners?
2011 was an exciting year with a lot of challenges. We completed the initiative to combine the four legacy channel programs that make up EarthLink Business into one national carrier partner channel. Our partners are now positioned to take advantage of the nationwide IP communications and IT managed services product set.
What are your three main goals for your channel program in 2012?
- Help our partners to identify ways to generate new revenue by positioning EarthLink Business product offering to their sub-agents and customers
- Play a major role in the education process of our partners as the industry moves to more solution based sales strategies
- To provide our partners access to a robust portal that allows them to own their own destiny from quote to assisting in the managing of their customers experience. Simply, my ultimate goal is always to be the easiest carrier to work with, and automation is a large part of that goal.
What’s your prediction for the channel, overall, in 2012?
- For the partners who have embraced the evolution to IP solutions, I think this will be one of the most exciting and profitable years.
- Customers are slowly loosening the purse strings, as they are ready to invest back into their business. I am convinced that the requirement for a trusted consultant that can assist them in those investments is a big opportunity channel.
- We will continue to see more M&A both on the carrier and the partner side, which will result in stronger alliances and partnerships between the channel and the service providers.
