Granite Telecommunications expands channel management capacity, partner enablement
At its foundation, Granite
The Lowdown: Granite, based in Quincy, Massachusetts, is taking a
The Details: Granite hired seven new regional channel managers and plans to add 10 more over the next six months to strengthen its ability to work with partners in the field to expand existing customer relationships and capture net-new accounts. In addition, Granite added 10 new client development managers and plans to add five more within the next six months to expand capacity for helping channel managers and partners with pre- and post-sales support.
The new “Drive Faster” training program is how Granite is raising partner awareness of its capabilities and value proposition. Drive Faster, introduced in February, is a two-day full immersion training program in which partners visit Granite’s headquarters for sessions on the company’s service portfolio and meetings with key members of the executive team.
The Impact: The intent of the overall channel investment is to provide partners with greater resources and understanding of the Granite portfolio and value proposition. With expanded field capacity and support, Granite — a $1.4 billion telecom company — expects to see accelerated sales through resellers and telephony agents. The company says its channel partners generate more than $200 million of its annual gross revenue.
The Buzz: “The Drive Faster program will introduce partners – new and old – to Granite’s capabilities and culture. It gives them a chance to meet the client development managers, engineers, project managers,
“Partners are only beginning to realize that Granite is much more than a POTS company,” said Shawn Graham, Granite’s new manager of regional channel sales. “It has a robust portfolio of solutions and support systems that resonate with end users as well as people who are passionate about doing the right thing for partners and customers.”