XO Taps Regional VP as New Channel Chief

XO Communications Inc. (XOHO.OB) told PHONE+ Monday that Brian Law, the CLEC’s vice president of sales for the central region, has been named national vice president of indirect services, filling a post vacated by the resignation of Jim Delis last week.

Law’s appointment was announced to XO’s largest Business Partners on Feb. 4. A general announcement to the rest of the partners was expected this week.

Delis had been channel chief since 2005. His role as the company’s vice president of business operations included oversight of the indirect channel as well as operations for business services. Law exclusively will run the channel and report to Dan Wagner, president of XO Business Services. Tom Gorey, national director of the Business Partner Program, will report to Law.

Mike Cromwell, formerly regional vice president of sales for the West region for Global Crossing Ltd., will take over Law’s position as vice president of sales for the central region.

Law has been at XO for more than 10 years, the past two as regional vice president of sales for the central region, where he oversaw business and enterprise sales for the company in 10 major metropolitan markets across seven states.

Previously, he served for four years as general manager for the XO sales offices in Memphis, Nashville and St. Louis. Prior to that, he spent three years as sales manager of the XO Nashville sales office. Prior to joining XO in 1999, Law held sales positions at Teligent and Primus Automotive Financial Services.

Law told PHONE+ that he has had oversight of direct and indirect channel sales for XO since the company moved responsibility for the channel to local markets in 2006. In his most recent post, he said 25 to 30 percent of sales from the central region was channel-generated.

“I bring a tenure – I have been in the organization in multiple roles over the past several years – and a genuine interest in this piece of the business and an understanding of how great an opportunity this is for me to be able to spearhead and lead this piece of the organization,” said Law.

XO currently has about 250 indirect sales partners.

Law already has spoken with some of XO’s largest partners and will be meeting with many partners at the Channel Partners Conference & Expo, March 1-3 in Las Vegas. Over the next few weeks, he said he would be revisiting the channel’s plans for 2010, but did not anticipate making changes. “It’s a healthy channel,” he said. “It’s a channel that’s growing presently and it’s not my goal to come in and make a ton of changes.”


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