…too long. And I think this was probably the best move they could have made.”
I chatted with Ichelson, whose company recently expanded its channel team. HTG works as an exclusive security and compliance vendor with Telarus.
HTG 360 hired Fred Hamilton as its national channel manager. Hamilton, who previously worked with Comcast as a regional channel manager, will lead the overall channel direction of the company.
“We felt that having somebody sit as the national channel manger builds a conduit for the channel that can help them transition their business from an education standpoint, from a relationship standpoint and give them a conduit that they can bounce ideas off,” Ichelson said. “Then they can bring in the experts, which are our engineering staff and our executive staff at HTG.”
The company also promoted Matt Atkinson from channel intern to channel account manager.
“His goal and his job is facilitate the path between the agent, the end user and us internally in order to drive successful sales engagements or partner engagements throughout the end user community.”
Atkinson’s promotion is a major step for a channel industry that’s trying to bring young talent onboard. It’s a well-documented reality that our industry is retiring more personnel than hiring new faces. The niche nature of the indirect IT/telecom sales channel makes it very difficult to draw college graduates who have never heard of the industry.
Atkinson currently studying business and criminology but signed on as an intern after Ichelson explained the channel. Ichelson says the industry has its parallels to insurance – a field where Atkinson’s mother works.
Atkinson’s first experience in the channel was attending the Channel Partners Conference two months ago. He wrote about the event on LinkedIn.
Ichelson says his company’s internship program brings major value and is worth expanding.
“We learned from working with him as an intern is that the millennials are going to be what drives the channel going forward,” Ichelson said. And in order to get the millennials to drive the channel – which we need from any organization in the channel – is that we need to be able to have a path for them. Whether that’s a path to direct or a path to the channel, they need the help. They need the mentors.”