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Prospects and Pitfalls of Out-of-Footprint Selling

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…delivery. According to Hagemann, a Comcast Business customer can even check on the status of their network by asking Alexa.

“From a customer experience perspective, we talk about the digital experience,” Hagemann said. “That’s the type of innovation that’s coming around this.”

Ultimately, cross-territory selling should benefit providers and partners of all stripes as they seek to serve various multi-site organizations, including large financial institutions, healthcare networks and retail store chains.

Facing this new frontier, Templin said, “It’s evolving for us and it’s part of our key strategy for growth.”

Movers & Shakers

Brian Snortheim, known to Channel Partners colleagues as a former vice president of sales, has been named director of enterprise channel sales for Spectrum Enterprise, moving from a recent channel marketing position at Avaya.

Comcast Business named Brittany Fuller as a senior field engagement manager for its indirect program. Most recently with Windstream, Fuller will work with master agents and the cableco’s platinum and gold partners on go-to-market campaigns, business development and field engagement.

RapidScale, a Cox Business company, hired Byron Price as a partner experience manager, the company’s fourth new client experience manager in four months. Price, based in Atlanta, has responsibility for partnerships in the Southeast.

Quick Bits

Comcast has acquired Deep Blue Communications, a provider of managed Wi-Fi network planning, engineering and installations across industries, including hotels, retail, entertainment venues, marinas and more. Comcast Business said the acquisition, made for an undisclosed amount, supports its efforts to provide managed Wi-Fi to key verticals.

Craig Leddy is a veteran cable industry writer, speaker and market analyst, and a contributing analyst for Light Reading and Heavy Reading, with are Informa properties. Leddy founded Interactive TV Works, a media consultancy, to promote understanding of advanced digital services. He is a former editor of Cablevision magazine, senior analyst for The Myers Group and contributing editor for Multichannel News. He teaches the popular How Cable Works industry courses that include CTAM’s Advance Executive Education. He also founded and hosts the Interactive Case Competition, a leading case study contest for business students. Follow him on LinkedIn or Twitter.

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