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Q&A: Broadview Networks Channel Chief Rob Westervelt

By Khali Henderson
June 16, 2011 - Article

Broadview Networks in March promoted Rob Westervelt to senior vice president of channel partner sales with responsibility for the day-to-day management of the company’s channel partner sales organization and overseeing the recruitment and training of new channel partners. Westervelt previously was vice president of channel sales, reporting to Chris Eldredge, executive vice president of alternate channels. Eldredge, who came to the newly created post in summer 2009, recently left Broadview for another opportunity, leaving the channel chief post vacant. In his new role, Westervelt reports directly to Broadview COO Brian Crotty. The 17-year telecom veteran joined the CLEC in 2005 through its acquisition of InfoHighway. Previously, he served as president of indirect channel sales at XO Communications Inc. Channel Partners interviewed Westervelt about his plans for the Broadview Network’s partner program. The following is an edited transcript of that interview.

Channel Partners: Is your role a new one for Broadview? Broadview Networks' Rob Westervelt

Rob Westervelt: Yes. I have a new and expanded role that includes nationwide channel partners with responsibility for growing this part of Broadview’s business. Previously, I was the vice president of channel sales. I managed our in-market channel sales (Boston to Washington, D.C.) for Broadview.

CP: Will you have responsibility over wholesale as your predecessor did?

RW: No, Michael Hou has responsibility for this area of our business. Michael has been with Broadview for 13 years, and is really best suited to continue to manage the wholesale channel.  He has vast experience in this market and is making great progress.

CP: Are you planning any changes to the partner program, e.g., structure, compensation plan?

RW: Yes. We are changing the nationwide structure to focus more on some of our larger, nationwide master agents. We’re looking at opportunities to grow our business on a nationwide basis as we enhance our product portfolio. For instance, our new cloud computing services have no real geographic boundaries, so partners everywhere can take advantage of our unique unified cloud approach that blends both voice and data applications in the cloud. 

CP: How many partners do you have? Are you recruiting?

RW: We currently have 350 partners. And yes, we are bringing new partners on every day, especially with the launch of our cloud computing portfolio. Cloud services are changing the fundamental nature of our sales, moving us away from transactional sales to more consultative, solutions-based selling. As a result, the partner profile is also evolving and bringing in more IT shops, more MSPs and data-savvy partners.

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