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Top Gun 51 Profile: Granite’s Charlie Pagliazzo on Company Evolution, Channel Growth

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… establish a channel program at Granite to augment the company’s sales efforts has turned into a great experience professionally and personally. You meet so many people in the channel and I’m fortunate to have learned from many, and the relationships established have led to long-term friendships that mean a lot. I’ve also enjoyed seeing the professional growth of my teammates. Granite Channels was once me and a part-time admin; today we’re nearly 60 people committed to the success of our partners, from channel managers, partner support, sales ops, marketing and solutions development. I really enjoy being part of this team.

CP: What must the modern channel program do to support its partners?

Pagliazzo: For Granite Channels, it’s making sure that our partners have access to not only all of the solutions we provide, but also the support services that are needed to ensure that prospects who become clients are satisfied. When those clients recognize the value that their consultant brings, it leads to long-term engagements with the client, affording the partner the opportunity to expand the number of solutions they recommend. Obviously we hope that those recommendations center around Granite solutions whenever that makes the most sense. Simply, it’s on us to execute to ensure our partners aren’t simply being seen as doing a transaction; instead, they are positioned to be the trusted consultant that drives digital transformation and other operational efficiencies in the telecom and networking space.

In addition, with technology continuing drive changes in our industry at such a rapid pace, the ability for Granite Channels to continually offer training and solutions development assistance will play a big part in our mutual success. At Granite, we’re fortunate to be able to continually grow our team of subject matter experts: network and sales engineers, channel solutions development managers, and our channel managers leveraging content from Granite’s internal training programs at Granite University. GU offers technology and career tracks that enable all our teammates to enhance their knowledge and skill sets. Making that more available to our partners is a near term goal.

CP: What advice would you give to partners reading this?

Pagliazzo: That the explosion of technology in our space has created an unlimited opportunity to earn a client’s trust. Whether it’s due to internal budgets affecting IT staffing, or the wave of new solutions that need to be understood, most organizations need the guidance and expertise that consultant partners offer. Simply, despite this hopefully, temporary pandemic challenge, it’s never been a better time to be in our space. Whether you operate independently or make the decision to benefit from working with outstanding master agent firms, accessing the best solutions, support and – not to be overlooked – most financially stable providers to grow your business with, will be the foundation for long term success. Providers should want their partners to succeed. Partners should expect that.

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