Prinzi Outlines Pacnet's U.S. Channel Expansion Plans

By Khali Henderson Comments
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Asia-Pacific carrier Pacnet plans to beef up it U.S. channel program, according to Cardi Prinzi, who joined the carrier in September to lead its new Enterprise Markets division as president, reporting to new CEO Carl Grivner.

While Pacnet has a thriving channel in Australia, Prinzi said in the U.S., where Pacnet has offices in New York and San Francisco with direct sales and technical support staff, there has been only one person working with a small group of master agents and direct agents. Prinzi, a longtime channel executive for companies such as EarthLink Business and TelePacific, told Channel Partners he plans to change that.

"Obviously I really want to expand our distribution in the U.S. as there are many opportunities that are headquartered in the U.S. with locations or service needs in the Asia-Pacific region," Prinzi said.

Prinzi said he is recruiting two agent managers in the U.S. – one in the East and one in the West – and beginning the process of meeting with and signing master agents and direct agents onto the program. These channel managers will work with North America Vice President Gina Haspilaire and U.S. sales directors to support the channel with information, training, order processing, etc. In addition, he is working with Pacnet's U.S. and Asia sales and marketing teams to update the program, including messaging about Pacnet and how it can bring value to the channel. 

Pacnet is headquartered in Hong Kong and Singapore, with offices in all key markets in Asia and North America. It offers managed data, private line, data center and content delivery services. It owns more than 46,000km of fiber, which is connected to its data centers throughout the Asia Pacific region.

"Pacnet will give many agents the opportunity to expand their footprint as the Asia-Pacific region’s economy continues to grow," Prinzi said. Specifically, he cited Pacnet's MPLS IP VPN services throughout Asia-Pacific, including China, India and Australia. U.S. PoPs  enable companies headquartered in the U.S. to connect to the region, he added. In addition, the network is connected into 23 in-region data centers, so Pacnet can offer colocation, particularly in Hong Kong, Singapore and Sydney.

"For customers that are hosting websites in the U.S.  (or anywhere in the world for that matter) that want better performance in the Asia-Pacific region, we also offer a very good content delivery solution," Prinzi added.

Prinzi said partners should expect to see more news about Pacnet's partner program in the coming months and that it plans to participate in the Channel Partners Conference & Expo, Feb. 27-March 1, in Las Vegas.

Earlier this month, Pacnet announced it was restructuring the sales organization to create two separate divisions – Enterprise Markets and Carrier Services – and will create a dedicated Managed Services Unit to focus on the company's data center platform. The split is part of a new strategy under Grivner, who joined the company in July after resigning as CEO of XO Communications in Spring 2011.

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