CRN Exclusive: Telecom Service Provider Nitel Shares Game Plan For Channel Growth, New Resources For Partners


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Nitel is on a channel tear. The telecom service provider has been overhauling its channel strategy, and wants VARs, MSPs and telecom agents to know it is open for business.

Jason Dishon, Nitel's executive vice president of sales and marketing, who joined the company in April from Windstream, has been busy rearchitecting Nitel's channel strategy by adding and promoting existing resources for partners, revamping the messaging around Nitel's flagship WAN offerings, and bringing in new channel hires.

"I've spent the last couple months digging into the back-office and sales teams and developing a plan to go forward. It's important for us to expand our partnerships that are already out there, [and] expand our partner base across the country," Dishon said.

[Related: Telecom Service Provider Nitel Unveils SD-WAN, SD-Security Services For Partners As Provider 'Doubles Down' On Indirect Sales Efforts]

Revamping channel efforts starts with understanding its existing partner base of telecom agents, master agents, VARs and MSPs, he said.

"Building a plan around each individual partner is really important to us … as is re-educating and giving them the tools and resources to grow," Dishon said.

Lauren Shapiro, president of master agent PlanetOne Communications, a Nitel partner, said that Dishon understands that partners are different and engages with them to learn about their characteristics, their culture and what they need from their suppliers.

"Dishon is building an organization that is close to the selling partner and their end customers, so we are very excited about that," Shapiro said.

As part of its channel push, Nitel is automating commissions management for partners through RPM Telco, an online tool that will be formally unveiled Monday, Dishon told CRN exclusively. The tool, RPM Telco, gives partners real-time visibility and access to their Nitel commission data and analytics.

Nitel partners can use the online tool to reconcile payments within minutes, as well as build out custom commissions reports. The software’s analytics can also be integrated with partners’ own accounting software, according to Nitel.

"A lot of our partners are using RPM and it's an easy tool to understand, so it gives partners an easy-to-use portal," Dishon said.

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