Tell Our Story

Jim Glackin
Executive Vice President, Channel Sales
Nitel

“There are many different ways to influence the channel. First and foremost is internally with the company you work for. You’ve got to be an advocate for the channel and be able to drive focus, energy and commitment to the channel. In different companies I’ve worked for, that could be incredibly difficult because they were very much direct sales focused. There were some days I felt like I was losing the battle. But Nitel is channel-only. So, influence there is around collaboration and consultation within the company on how to grow and scale and build an even bigger and better channel. It’s driving the message, collaborating with the partners and sometimes collaborating with other vendors.

“One of the things that keeps me up at night is that even as wildly successful as we’ve been in this channel, in the telecommunication space, most of the business goes directly to the carrier, it’s not even through the channel. So, how do we drive more adoption and more channel awareness in the marketplace? There are customers out there desperately needing the support of our channel partners; they just don’t realize they’re there. So we have to influence the marketplace, the vendors and our peers. Drive that channel adoption. Tell our story.”