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Telecom Channel Chiefs On Why Customer Experience Hinges On Putting Partners First

Leaders from AT&T, CenturyLink, Comcast, Masergy, Spectrotel, and Spectrum talk about what separates their companies from the competition and why partners are critical to their growth strategies.

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James Parker, CEO

“Our business model is driven by partners. Eighty percent of our bookings and revenue comes from channel. Our focus is on how we [add] simplification into the channel for better execution and then how we create offers that will extend and grow the business with our partners. On the go-to-market side, we had a bit of a re-tooling this year. At one point, we had a direct and indirect channel and we don't have that anymore. Every seller within our organization can work with a partner on any deal across any product we have.

We are also continuing to drive innovation within the portfolio across cloud communications and security and bringing these bundles together to maximize that potential for the partner or seller and increasing that value for our customers. We can have every deal teamed -- there are no restrictions within our business. The journey with our partners and customers through digital transformation -- the sea of opportunity is there and widening and if we can help channel partners be more relevant, and that relevancy comes from training which is a focus of our program, we can really help partners expand their business.”

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