NTT America Opens Doors To Channel

NTT America, the U.S. subsidiary of telecommunications services giant NTT Communications, has launched its first indirect channel partner program for cloud, IP and data center services.

The new NTT America Global Solutions Channel Partner Program, unveiled Monday, is targeted at both IT solution providers and telecom agents. It's being housed with NTT America's Global Solutions (GS) and Data Center Services (DCS) business units.

The program will open up NTT America's end-to-end portfolio, including networking and communications solutions and data center and cloud services, to the channel, according to Rob Westervelt, NTT America vice president and general manager, Indirect Global Solutions. NTT's key cloud services include Infrastructure-as-a-Service, cloud migration services and backup and disaster recovery.

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"We have the data center, along with co-location [services], we have tier one IP networks, we have a tier one data network for MPLS and we also have our own cloud products, so it's almost like a one-stop shop," Westervelt told CRN. "We can give a partner the ability to sell all those products into a customer without having to piecemeal from different providers."

NTT America said the program is designed for both traditional IT VARs and telecom agents, two formally distinct partner types that continue to merge as a result of the ongoing IT and telecom channel convergence. The program is also opened up to IT distributors and master agents.

"We have been talking about convergence in the marketplace for the last couple years, and I think we are finally here," said Kevin Goodman, NTT America director of strategy and marketing, Indirect Global Solutions.

Out of the gate, NTT is looking to recruit between 25 and 50 partners. Ultimately, the company is looking to derive about 25 percent of its total revenue from the channel, Westervelt said.

Partners under the new program will be segmented into three tiers, based on the annual sales volume commitments they make to NTT. Westervelt said all partner commissions, because of NTT's heavy focus on cloud and data center services, are monthly and recurring.

Both Westervelt and Goodman were tapped by NTT earlier this year to build out and drive its U.S. channel strategy. Westervelt joined NTT in May from Broadview Networks, where he was senior vice president of the company's indirect and agent channel. Prior to joining Broadview in 2005, Westervelt was head of channels at XO Communications.

Goodman, for his part, also joined NTT in May from Broadview Networks, where he was managing director of channel strategy and development.

Westervelt said NTT America has already put in place three channel managers, including one to manage the eastern U.S., one to manage the Midwest and one for the western region. Dedicated solution and cloud architects will also be available to help partners uncover deals and bring them up to speed on NTT products.

NTT America is owned by Tokyo-based NTT Communications, the international communications provider within NTT Group. Global systems integration giant Dimension Data is also an NTT Group company. Westervelt said NTT Americas has already worked with Dimension Data on several deals.

PUBLISHED SEPT. 8, 2014