NTT America’s Westervelt Excited About Opportunities in Channel

Rob Westervelt of NTT America is stoked about the opportunities for the indirect sales channel.

Since NTT launched a channel program in September 2014 at Cloud Partners in New Orleans, the communications giant has developed relationships with 15 master agencies that it targeted.

NTT America's Rob WesterveltNow it’s a matter of ramping up business with the masters’ subagents. In an interview Wednesday during the 2016 Channel Partners Conference & Expo in Las Vegas, Westervelt expressed interest in targeting subagents who have business customers with multiple locations in the U.S. and abroad.

NTT America, which is part of a conglomerate based in Japan, may not be a household name in the United States but it is familiar to global enterprises and boasts the international scale to service multinationals. Its assets include 140 data centers, an MPLS network that connects them, and a global IP network, noted Westervelt, who serves as NTT America’s vice president and general manager of Indirect Global Solutions.

NTT is targeting companies in the Fortune 1000 that have a multinational presence. For instance, Westervelt said manufacturing and software companies seeking to grow internationally are a good potential fit.

Through relationships with the master agents such as its partner Intelisys, Westervelt reckoned NTT can reach the vast majority of the subagents. {ad}

“For the remainder of 2016, the Channel Partner Program will focus on empowering the greater subagent network to create new business opportunities through the resale of NTT Com’s entire suite of domestic and international ICT services,” the company noted Wednesday in a press release. “NTT Com is accelerating investments in the development, training and education of its channel partnes to ensure subagents are equipped with the knowledge and expertise necessary to secure these opportunities, especially for international growth.”

NTT America is making headway with the subs.

“We are getting traction on subagents now,” Westervelt said. “It’s early, but we’ve shown some early success.”

Added Westervelt: “I do a call with Tokyo every other week … I think they are pleasantly surprised at some of the new logos that we’ve been able to sign up and see the funnel build.” 

Westervelt has lofty ambitions for the channel. He said he promised his boss that NTT America would generate 25 percent of its business through the indirect channel by the end of the next fiscal year, which ends on March 31, 2017.

“I’m probably 7 to 10 percent now,” he said. “In a short period of time, we’ve gotten some decent traction.”

Westervelt expressed optimism that he would reach his objective.

“We are in our early stages but I’m excited,” he said. “The word is getting out.”

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