Momentum

WT: I think what they’re what they are asking, though – and this is just the transparency of it – is, “Hey, we’ve heard Verizon’s serious about channel before. Is this time different, and how is it different?” I always assume that the people who came before me did the best they could do in the moment they were in. That’s my philosophy. And there have been so many things that happen that are outside of our control. But I do truly believe, one, we have a belief system in Verizon of partnership right now like none I’ve seen in my 20 years. You are seeing us do things that we wouldn’t have done 10 years ago. And I think this is the unlock in business. And I know at least the expectations for what I need to deliver with the partners is not that I go do something else and find another way in six months. They’re seeing us show up. They’re seeing us show up with our product team. That’s the other thing that they talk to us about. Can you bring the products faster? Can they be built for channel? Can they plug into my systems? Help me sell it.

5G business internet is the biggest thing we talk about right now. We’ve rolled out 21 cities. This is new. When I met with a partner yesterday, he said to me, “We’re going to try it with you. We’re going to figure it out too. You want to have calls where we talk about our feedback? Yeah, let’s do that.” That hasn’t always been the case. They haven’t always been the early mover. And now we’re starting to see them move with us when we’re trying new things. And that’s what the industry has to do right now. They have to try new things because customers don’t have all all the answers.