In the first half of 2009 Global Crossing Ltd. (GLBC) recruited not one but two executives to lead its indirect sales team and revamped its partner playbook. That’s a big helping of change with a side of change for a channel that is crying out for greater consistency from the carrier, which has run through three channel chiefs in as many years. So, the question is, will the new game plan win back agents’ confidence?
“This is a good start,” said Ian Kieninger, general manager for carrier sales at CDW, a Global Crossing agent. “With more executive muscle and a new channel plan supported by the top brass at Global Crossing, this is a big step in the right direction.”
Dream Team? Global Crossing in February brought on Craig Butrym, a former executive from Level 3 Communications Inc. (and former professional basketball player — seriously), to fill a new post as its group vice president of government services, indirect channel and inside sales. In May, it also added another Level 3 alum, Michael Jerich, as its vice president of channel sales. While Butrym will interface with the carrier’s management team in a strategic role, Jerich will manage the day-to-day operations of the channel.
“The new structure will allow Craig Butrym the ability to spend time building support for the channel program internally, which will create consistency and protect the program well into the future. Then Mike Jerich will have the field time to keep building the channel program,” Kieninger said.
“I think it’s a strong statement to the channel that it’s not Craig doing it on a part-time basis,” said Jay Bradley, president of Intelisys Telecom Services, one of Global Crossing’s top performers, recalling one of the early concerns when Butrym joined the company to run not only indirect sales but two other divisions.
But some agents view the double team as overkill. “I don’t see the need for two high-priced resources,” one agent said on condition of anonymity. “Time will tell if it becomes a benefit.”
Bradley also is encouraged that both Butrym and Jerich have channel experience and are known to the indirect channel community.
This is Butrym’s second run with Global Crossing — the first was from 1986 to 2000, when he held various direct sales management roles. He then spent a few years at Genuity as vice president of sales for the Eastern region before it was bought by Level 3 where he has spent the last six years. Most recently he served as senior vice president of Federal Government Markets and Systems Integrators for Level 3. He spent about a year prior to that as managing director of Level 3’s European Markets Group in London. And, previous to that he held consecutive roles as senior vice president of sales for the government/education and VAR channels respectively.
Jerich was the vice president of sales at Level 3 prior to joining Global Crossing. While there he helped build Level 3’s first indirect channel program and was responsible for the company’s indirect sales organization and $75 million in revenue. In addition to helping design and implement a partner recruitment strategy, Jerich managed and negotiated Level 3’s reseller, wholesale, system integrator and VAR agreements, as well as their strategic relationships. He also helped build new channel support vehicles, including a 10-person partner support desk, a master reseller program, the Level 3 partner advisory council and a partner recruitment database. Prior to Level 3, Jerich worked as national channel sales director at NTT/Verio where he was accountable for the profitability of the indirect sales group as well as for 100 partners in the program. Jerich also has held sales positions at Tripp-Lite Manufacturing, Aprisma Management Technologies and Qwest Communications.
