AT&T Channel Chief Exclusive: ACC Business Channel Team Expanding

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In terms of our 2018 focus, there [are] a few very very simple things that we want to accomplish. I just shared with you the investments that we’ve made in all three of these channels. We want to make sure that we realize those investments, and we’re going to continue to make additional investments. The goal is to really amplify revenue in the channel. We’re expecting pretty significant growth in 2018 and beyond in what we do in the channel. That’s first and foremost our objective. Across the entire AT&T channel, we want to grow revenue in a significant matter. No. 2 – just so our messaging is very clear to the market – we don’t want the growth to happen in one channel at the expense of others. We want to grow all three of these channels. That’s why we’re investing in all three of them. We believe there’s tremendous upside and potential across all three of them, because they’re differentiated and all three have their own swim lanes, essentially.

The third thing is: We’ve invested in a lot of enablement tools, a lot of technology tools. Our partners have told us that speed is key in the marketplace, flexibility is key in the marketplace, self-service tools, having information at the fingertips. So we’re investing in a lot of enablement and technology tools, and we want to make sure that we continue to accelerate that.

And then No. 4: The channel’s transforming. The channel’s changing. Our company’s transforming. I talked to you about how we’re moving from a very hardware-centric company to a much more nimble, software-centric company. And that involves a huge employee transformation on our end. A big part of our focus next year is to continue to enable that employee transformation. A lot of our internal training – a lot of our internal courses – are focused on making sure that our employees are going to make the pivot as our company transforms and as the channel transforms as well.

CP: Is there anything else you’d like to add?

ZH: I believe the opportunity is tremendous in the channel. Just in what I’ve seen in my first 60 days — I’ve been amazed by how much growth is in the channel, how much innovation, how much transformation is in the channel, how the channel continues to evolve and adopt the newest technologies. I think we’re going to continue to see that. I think we’re going to continue to see a lot of growth. I think we’re going to continue to see a lot of transformation. We’re going to continue to see a lot of innovation. We’re certainly at the forefront of a lot of that. So we feel really good about where we’re going with the channel. We’re extremely bullish about what we’re going to accomplish.

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