MegaPath: Channel Integration Strategy Is Working

The new channel integration strategy implemented last year by MegaPath is working, according to the carrier’s senior vice president of sales and channel lead Chris Gellos, in an interview at the Channel Partners Conference & Expo last week in Las Vegas.

Gellos said the company has experienced an uptick in enterprise sales with about one-third of them coming from the channel  most working in cooperation with the direct sales team.

MegaPath has an unusual channel integration strategy wherein all of its 200-plus direct sales reps also are channel managers, Gellos explained.

While agents are kept whole on integrated sales, direct reps see a reduction in their compensation. While this may seem like a disincentive, Gellos said avoiding the time it takes to nurture a complex enterprise deal is worth the hit. “Our folks love it,” he said.

Gellos admitted that it has taken some time to educate indirect and direct sales partners on the channel integration strategy, but after a year and some wins, it is working well.

Gellos said the bigger challenge for MegaPath is building awareness for its current product set, which includes managed IP data, voice, and security services as well as the new collaboration capabilities added to its Complete Office service in March. “A lot of partners still look at us as a DSL aggregator or a retail [industry] supplier; now we have MPLS and security and health care [communications] services.” Gellos said.

Among existing partners, however, the products seem to be resonating. In the first month of bundling SharePoint and Exchange into its hosted VoIP services, interest and quote volume from partners has been strong, he added.

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