There’s no room for channel conflict it big bandwidth sales, according to NTT America. The company was pushing its channel neutral model at the Channel Partners Conference & Expo this week in Las Vegas.
Chris Davis, director of product marketing for the carrier, said its channel philosophy is to combine the efforts of the direct and indirect sales teams. “It’s about closing the sale; everyone gets paid,” he said.
NTT America, doing business as NTT Communications, sells big pipes — 1gbps and above. That means that most sales are consultative instead of transactional and so it makes sense for the channels to work together rather than compete for business. “Because of the deal size and the engineering requirements, being channel neutral means we can work with the partners,” he said.
The NTT America’s Global IP Network (GIN) Solution Partners Program has three channel managers with headcount to fill, Davis said. Plus, he added that post-sale, agents and customers only talk to engineers.
NTT Communications’ biggest challenge, he said, is awareness in the channel. NTT Communications Corp. is the third largest carrier in the world, but NTT America has a much smaller presence in the states. Its primary U.S. competitors are Level 3 Communications, AT&T, Verizon and Global Crossing.
Davis said NTT Communications is seeking partners to help it discover big bandwidth customers. He said they either know the right people at the larger companies (enterprises or carriers) or they are present in accounts that are beginning to migrate to the larger capacities.
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