XO Names CDW Exec as Channel Chief

By Khali Henderson Comments
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XO Communications Inc. announced Tuesday that it has hired Shane McNamara, general manager of carrier services for value-added reseller CDW, as its channel chief, effective July 11. He replaces Brian Law, who resigned in April to become an entrepreneur.

XO's Shane McNamaraDespite efforts to keep the information under wraps, news of McNamara’s appointment as vice president of indirect sales leaked Monday after the internal announcement. XO sent an official release to press and the channel Tuesday. A conference call is scheduled with XO’s top agents Tuesday afternoon.

The top spot at the XO channel has turned over twice in just more than a year. Law was named national vice president of indirect services in February 2010. He filled a post vacated by the resignation of Jim Delis, who ran the channel since 2005 as its vice president of business operations. Both leaders were praised by XO’s Business Partners for their performance in their respective roles.

McNamara, however, brings a different perspective, having been both a channel partner and a channel executive during his career. Prior to heading up the carrier services division at CDW for the last four years, McNamara was director of indirect channels for Global Crossing Ltd.

“Being [at CDW] almost four years has given me a different perspective because now I see it from the partners’ view," McNamara said. “I think it will be a significant advantage for XO as well as for the partners because I have both views of the position and the overall indirect channel. I think that experience will take our XO partnerships to another level."

Partners also recognize McNamara as one of their own. “Shane has a track record of being very successful at what he does but he's also uniquely qualified for this position as he's worked for a large agency and for a carrier which gives him a perspective and experience that few in the industry posses. We think this a big win for the XO channel," said Patrick Oborn, VP of Marketing, Telarus Inc.

XO’s Chief Marketing Officer, Mike Toplisek, agreed. “I think the past four years at CDW and what he has been able to accomplish there just gives him that much more of a perspective. We are excited about what he can do for us to keep the momentum going in the channel as it is today," he said.

At CDW, McNamara grew the carrier services group 40 percent over the last three years. In addition, he said, CDW grew its business with XO significantly. CDW was No. 7 among the top XO partners in 2010. It also was part of the new Platinum Partner Program begun in March 2010 – to provide upgraded support to 11 of the CLEC’s top indirect sales partners.

Partners also have given the hire a thumbs up.

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