**Editor’s Note: This is the third in a series featuring the first-ever honorees of the Channel Partners/Channel Futures Channel Influencer Awards. Read our profile of Comcast Business’ Craig Schlagbaum here and Forrester’s Jay McBain here.
Hilary Gadda spent a considerable amount of the time at the recent Channel Partners Conference & Expo in Las Vegas accepting awards. Gadda, who is director of national channel development for the managed service provider TPx Communications, was not only honored as a member of the premier class of Channel Influencer Award winners, but was also named to Channel Partners’ Circle of Excellence for leadership, vision and innovation.
To what does she attribute her success? Short answer: endurance, enthusiasm and empowerment.
Endurance: Gadda has been in the indirect channel for 26 years, the last 16 with TPx (formerly TelePacific). As the director of partner programs for TelePacific, she helped the channel achieve triple-digit growth. In 2016, TelePacific acquired DSCI, and the two regional companies – TelePacific on the West Coast and in Texas, and DSCI on the East Coast – combined and rebranded as TPx, with a national footprint, its coast-to-coast expansion being driven by a channel-first strategy. In the fall of 2017, Gadda was promoted to the newly created role of director of national channel development, responsible for broadening TPx’s relationships with national and regional master agencies, with a focus on strengthening and supporting their marketing initiatives, agent recruitment, on-boarding and training programs.
For Gadda, her longevity in the channel is all about fostering relationships. It’s what attracted her to channel work in the first place.
“I love being able to build a relationship for a very long time, to sustain it and develop it,” she said. “There are ebbs and flows, good days and bad, but you keep working and growing it.”
Over the years, Gadda says, her peers in the channel have become like an extended family. And, just as with any family, there are challenges.
“You meet a lot of people in the channel that are transient, and then you meet a lot of people that are really in there to do a good job, love their companies, love their technology and just want to make it a better place.”
Enthusiasm: Gadda unequivocally loves what she does. Even during her first days in the channel, when she was making calls on stubborn prospects, a task that sounds miserable to most people, she found it to be “a lot of fun and a good challenge.”
“Everyone else hated it, and I just loved it,” Gadda said. “I loved to be able to turn somebody’s perception around. I loved the whole process of …