LANtelligence, a 17-year-old VAR providing ShoreTel, PureCloud by Genesys, VeloCloud and 8×8 UC offerings, has named telecom industry veteran Joe Schiavone as its new director of channel sales, focusing on the top providers in the United States and Canada.

Schiavone’s experience spans throughout the United States and globally with companies such as FreedomVoice, VoiceNation, Toshiba, HTG, Connect Wise, Tiger Paw and more. He most recently was a channel executive at BullsEye Telecom with a prior leadership position as national channel manager at Voxox.

“We are very excited about Joe’s addition to our team,” said Martin Tracey, LANtelligence’s CEO. “His experience and knowledge will be a tremendous
asset in creating the next-generation partner community.”

LANtelligence’s Joe Schiavone

Schiavone brings to LANtelligence his “forward-thinking mindset and over 30 years of experience in the telecommunications industry, along with a proven track record of working with channel partners to build out new markets and grow revenue,” according to the company. He created new market entry strategies throughout the United States and globally for well-known brands such as Ralph Lauren, State Farm Insurance, Subway, and Bed Bath & Beyond among others.

In a Q&A with Channel Partners, Schiavone talks about his plans in his new role and how he wants to work with LANtelligence partners.

Channel Partners: What made you want to join LANtelligence?

Joe Schiavone: The vision of the CEO. He is forward thinking and I like that very much. My whole career has been based on being ahead of the curve, knowing where the industry is going and staying on that leading edge.

CP: What’s your take on LANtelligence’s current channel strategy?

JS: Sound and sensible. The ability to be a master solutions provider (will) eliminate frustration and fear for the majority of service providers who are uncomfortable outside their niche products and comfort zone. (Eliminating) competitors operating inside their customer base (and) building a community of partners.

CP: What are your goals regarding LANtelligence’s partner program and channel strategy? Are you planning changes?

JS: The goal is to have the best of the best and not necessarily quantity. We shall start by focusing on top providers in all the major NFL cities for proper national type account coverage, more than likely 50-60 highly qualified throughout the United States. The best partner onboarding process, highly trained with a disciplined process and procedure plan in place. Dedicated sales engineers and project managers assigned to each. (An) aggressive marketing team to aid in development, as well as a comprehensive business plan designed for success with each partner.

CP: What do you most want LANtelligence partners to know about you?

JS: I have over 20 years in upper management experience —  all in the channel — and have met…

…one-on-one with over 2,000 partners all over the world. I value the most that it still is a relationship business.

CP: What are the biggest challenges facing LANtelligence and its partners? What will be your role in addressing those challenges?

JS: Getting our message out to the partner community, helping them sell against the large carriers who are threatening their existence such as Comcast, Time Warner, etc. My role is to build that confidence, and utilize my network and connections with strategic groups and partners throughout North America. Take all that I have learned over the last few years so as to reduce any learning curves in delivering a new productive way to go to market