Cary Tengler has joined the new channel management team at Comcast Business Class, as the senior director of national partner programs, where he is responsible for master agent, third-party sales and strategic alliance partner programs.
The assignment, effective in November, reunites Tengler with Craig Schlagbaum, Comcast's vice president of sales – indirect channels. The two previously worked together at Level 3 Communications where Tengler was director of offer management/business development and Schlagbaum, vice president of indirect channels.
Most recently, Tengler was director of client services for Amazon Consulting, which helps IT vendors and service providers with the channel strategies and investments. There he worked with some of the company's marquee clients, such at Cisco, VMware and NetApp, on channel and alliance management. Prior to that, he was U.S. channel sales director responsible for partner sales, marketing and program development for Pillar Data Systems, a developer of SAN and NAS solutions.
In his new role at Comcast, Tengler said he is looking forward to helping build the company's channel strategy. Specifically, he will be managing the company's master agents. Comcast's program uses a two-tier strategy with three master agencies – Telecom Brokerage Inc., Intelisys Inc. and Telarus Inc. – along with a handful of select regional partners selling its Metro Ethernet services under a direct contract.
In additional Tengler will work with the carrier's technology partners, such as Ciena, Juniper and Cisco, on developing relationships with those vendors' VARs to drive gear sales by also offering services. He said many of these VAR partners would be managed by Comcast's master agents.
Finally, Tengler is working with its third-party sales partners, such as MarketStar, which he calls "feet on the street." These partners target the SMB market, particularly winbacks and prospects in qualified buildings.