**Editor’s Note: Click here to see which channel people were on the move in August and September.**
Verizon Enterprise Solutions has created a new channel role and tapped a longtime industry player to fill it, all as the company aims to create a more cohesive program with a bigger focus.
The provider said on Monday that it has hired Adam Famularo as vice president, global channel, responsible for all of Verizon’s indirect enterprise distribution channels, including systems integrators, VARs and other partners. That means Famularo, who spent more than 16 years in sales, channel and general management at CA Technologies, is overseeing the indirect channel for the United States, EMEA, Asia-Pacific and Latin America.
Janet Schijns, who had led the Verizon Enterprise channel strategy since late 2010, now is taking on a “pure marketing” role, Famularo told Channel Partners, while Famularo oversees the go-to-market aspects of platforms including mobility, networking, security, cloud and M2M.
Schijns overhauled the Verizon Enterprise channel program in early 2013, an effort welcomed by partners, many of whom had been losing confidence in the provider’s indirect philosophy and efforts. Then, earlier this year, she implemented another big shift, moving 11,000 more business accounts to the channel.
Those revamps took the Verizon partner program to where it stands today, and Famularo said he will continue the momentum. In fact, he said he is not looking to strip down or change what Schijns created – namely, a tiered initiative focused on the enterprise and the midmarket. Rather, “the key story is that Verizon is very serious about its channel business and is looking to help channel partners bring complete solutions into the marketplace,” Famularo said.
“The work that Janet and her team did laid the foundation for the business moving into the channel,” Famularo said. “All of that work will remain and we will build off of it. …Now all of the people and resources are coming together.”
And, Famularo will rely on Schijns’ expertise.
“I am working closely with Janet’s team, who will be focused on continuing to drive the support and marketing for the channel,” Famularo said in a Q&A on Verizon’s news page. “Our goal is to build a significant channel business together.”
What will change is Verizon Enterprise’s worldwide focus. Expect the company to sign more partners across the globe, partners who specialize in areas such as networking, mobility, security, M2M and cloud.
“We need a lot of new partners,” Famularo said.
To help find those people, Famularo will nail down the “white spaces” where there’s overlooked opportunity. For example, some of his data analysis has determined that Verizon Enterprise needs mobility partners in the midmarket in the UK versus the United States.
Further, Famularo will spend the next three months working with partners to help define their business plans. Verizon’s next fiscal year begins in January and the company is intent on starting the new year strong.
Finally, look for Verizon Enterprise to announce some big-name partnerships with ISVs and OEMs as the provider works to “enable partners to really deliver true, complete solutions,” Famularo said.
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