Channel Integration

CF: You touched on this with the comment about collaboration, but what does teaming between direct and indirect selling look like?

KB: At GTT we have an ink rules environment that does not include teaming. We have selling channel managers. GTT’s own channel resources will sit side by side with the partner and help them sell. There is a case-by-case basis where teaming could be done in the business. If I were to start up a brand-new company, and I didn’t have the resources and the scope and scale that GTT does, it makes sense to have a channel-only architecture and have everybody team up. Usually that means the piece of the pie is only so big. So then you’re just dividing it more ways with more people.

I came from the environment that GTT is – a competing environment. They have a special deals team, and I’ve spent time with them already. That’s an important group, one of many. The pricing is always going to be even and fair, and the level of service everybody gets throughout the process will be the same. But if you have a customer and you need help selling it, we have resources to bring and deliver to support that client.