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
    • Master Agents
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity & Inclusion
  • MSSP Insider
  • MSP 501
    • Back
    • Apply Now
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • Videos
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
    • Channel Educational Series
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
    • Channel Convergence
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Content Resources
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • Excellence in Digital Services
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • 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
    • Master Agents
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity & Inclusion
  • MSSP Insider
  • MSP 501
    • Back
    • Apply Now
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • Videos
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
    • Channel Educational Series
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
    • Channel Convergence
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Content Resources
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • Excellence in Digital Services
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

SDN/SD-WAN


Q&A

GTT Channel Chief Touts SD-WAN, Addresses ‘Misconceptions’

  • Written by James Anderson
  • April 17, 2019
Rob Westervelt says the "GTT story" is a deal-winner.

GTT Communications is growing, and so is its indirect channel.

Rob Westervelt assumed leadership of the company’s partner program back in January. The company quadrupled in size from 2016 to 2018, fueled by acquisitions of Access Point and Interoute, Westervelt noted that the channel is growing at a double-digit rate.

Channel Partners caught up with Westervelt at our recent Conference & Expo to discuss the state of GTT. We’ve edited the transcript for length and clarity.

Channel Partners: How does it feel starting the new job, and what are you hoping to do with it?

Rob Westervelt: It feels good. I’ve been here for about 22 months. I was running the indirect East channel, which I had been doing for about 20 months before I got promoted. And obviously the success in the East is what helped drive the promotion to becoming channel chief.

GTT's Rob Westervelt

GTT’s Rob Westervelt

What I’m excited about is that because of GTT’s network and the fact that we’re a Tier 1 ISP, there’s so much opportunity that’s coming our way through the partner channel. And it’s not only international; it’s domestic as well. What a lot of people [say] is, “Hey, you guys are an international player.” Yes we are, but we play just as well domestically as we do internationally. What I like about the international side is that [for] U.S.-based companies that have both a U.S. and international presence, the amount of options for a company to look at for a provider drops drops by almost 50 percent. That’s really exciting because most of the opportunities that we get into are domestic and international combined — we win a good majority of those. We’re seeing some really big logos coming through the channel, because the channel partners are typically the trusted advisers. When we get down-selected, we’ve got a really high chance of winning those.

And the majority of what we’re winning today are SD-WAN deals. Two years ago people were kicking the tires on SD-WAN and saying, “It’s something that’s coming down the road.” They’re now signing contracts. We’re seeing large international networks actually changing providers now because there’s a change in the industry. Typically somebody wouldn’t just move a 100-site network for 5 percent or 10 percent savings; it’s not worth the forklift. But with the technology change of SD-WAN, customers are now making that change because they’re not happy with their incumbent, and they’re looking at GTT and a better way to serve them through the cloud. When we’re able to sit down at the table with a customer and tell them the GTT story, our close ratio skyrockets. That’s really exciting.

CP: What are the differences between your SD-WAN and that of other providers?

RW: We were built for the cloud. Our network is built into the data centers where all of the cloud exchanges are, whereas your traditional old-time carriers have clunkier networks. They’re not really made for cloud exchanges. Our network is really a Tier 1 ISP network. We’re No. 5 in the world for IP ratings for providers. I think a third of the internet traffic traverses our network. Our network from an IP perspective is bigger than Verizon or AT&T from a Tier 1 rating perspective.

We have 3,500 access providers. That means last-loop providers that we can get to. In your SD-WAN I can give you a primary circuit, I can give you the secondary circuit, and they can be from two diverse providers. They can have …

  • Page 1
  • Page 2
  • Page 3
Tags: Agents Channel Partners Event Coverage Cloud Data Centers EMEA SDN/SD-WAN Telephony/UC/Collaboration

Related


  • Convergence
    New, Changing Partner Programs: HPE, Zoom, Fortinet, Microsoft, More
    Telecom and IT vendors are courting partners to sell their solutions.
  • Survey says
    Cloud Communications Market Rocked by Microsoft, COVID-19 in 2020
    The perceived competitiveness of Slack and Google slid year over year.
  • Fuel Pump
    Vonage, Oracle, Salesforce Vets to Fuel Talkdesk Partners' Growth
    In the first two months of 2021, reseller partners have extended Talkdesk's global reach.
  • Judge and Gavel
    Judge: Charter Must Pay Windstream $19 Million for 'Egregious,' Deceptive Mailer
    The judge said Charter "intentionally and wrongfully" interfered with Windstream's customer contracts and good will.

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

  • TBI Adds Rival Intelisys Alum, Tech Data, 8x8 Vets
  • 8x8 Joins Microsoft as Westcon Partner to Spur International Growth
  • Granite Unleashes Microsoft Teams Integration, Merged Voice Services
  • Convergence in the Channel: Is It Happening, and What Does This Mean for MSPs?

Galleries

View all

Biden Administration Issues Russian Sanctions in Response to SolarWinds Hack, Election Interference

April 16, 2021

Industry Perspectives

View all

Why Digital Transformation Is the ‘Invisible Hand’ of Our Time

April 19, 2021

SD-WAN Supports More Purposeful Shift to Cloud

April 16, 2021

How Tech Is Transforming Public Safety–and the Implications for Channel Partners

April 15, 2021

Webinars

View all

What to Look For: 2021 Threat Report

April 22, 2021

Health Care and SD-WAN: A Seller’s Guide

April 27, 2021

How MSPs Can Leverage SOCaaS to Improve Security & Grow Revenue

May 4, 2021

White Papers

View all

Carbonite Data Protection and Cyber Resilience

April 15, 2021

Top Tips: How Resellers Can Leverage Rackspace to Enhance Customer’s Cyber Security Protection with Microsoft 365 Security

March 30, 2021

Top Tips: Optimize Your Microsoft 365 Investment with Rackspace Technology

March 30, 2021

Upcoming Events

View all

MSP Summit

November 1, 2021 - November 2, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Channel Evolution Europe

November 30, 2021 - December 1, 2021

Videos and Fastchats

View all

5 Reasons Diversity, Equity and Inclusion Is Important

Five9 Shares Insights on Implementing a DE&I Strategy

April 13, 2021

FASTCHAT: How Fortinet Reduces Complexity Through Networking, Security

March 31, 2021

Strong Customer Experience Needs Strong Partner Experience

December 22, 2020

Twitter

ChannelFutures

.@Avaya Cloud Office by @RingCentral further expands globally, includes new features. #UCaaS dlvr.it/Ry1QMg https://t.co/sVTkX6u4SO

April 19, 2021
ChannelFutures

.@attcyber and @SentinelOne teamed up around endpoint #security. dlvr.it/Ry1GMh https://t.co/LGV3RjpUBK

April 19, 2021
ChannelFutures

#Kubernetes expertise will help #channelpartners win big in move to cloud, says @Infoblox. dlvr.it/Ry16sP https://t.co/8lB4T93fuN

April 19, 2021
ChannelFutures

.@CambiumNetworks unveils new #partnerprogram focused on health care. dlvr.it/Ry12RG https://t.co/uGNMBQyQUa

April 19, 2021
ChannelFutures

.@solarwinds pays top executives more than $65 million despite massive hack. #cybersecurity dlvr.it/Ry0tXf https://t.co/1XjFpk7WMl

April 19, 2021
ChannelFutures

.@DruvaInc now valued at $2 billion. What does this mean for #Compass channel partners? Find out what we know.… twitter.com/i/web/status/1…

April 19, 2021
ChannelFutures

Learn how you can make apps and #cloud work for you. @VMware #appmodernization #digitaltransformation… twitter.com/i/web/status/1…

April 19, 2021
ChannelFutures

We're dedicated to bringing important ideas & perspectives that will enlighten & empower our audience at #CPExpo an… twitter.com/i/web/status/1…

April 19, 2021

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 © 2021 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