Upstack Channel Chief: 'Not All Investment Vehicles Are Built the Same'

Upstack has engaged in conversations about acquisitions with approximately 100 agents.

Upstack’s Nick Caruso

So says Nicholas Caruso, Upstack’s head of global channels and alliances, who said Upstack has taken a careful approach to picking the advisers that will join its team. Specifically, he said Upstack is targeting partners that want to remain in the business.

“We’re not simply buying a business and saying, ‘Hey, go somewhere else,'” Caruso told Channel Futures. “We’re looking for partners for a much longer investment.”

Caruso joined Upstack earlier this year, moving on from the same job title at Zayo Group. Prior to Zayo, he worked in Frontier’s channel.

Upstack’s Danielle DeCosta

Caruso also told Channel Futures that Upstack has hired Danielle DeCosta as its vice president of supplier development. DeCosta was director of partner enablement for network and communications at Pax8. She also managed supplier development for Intelisys. Caruso spoke about some of the unique strategies DeCosta is bringing to the table, particularly as it pertains to MDF.

Scroll through the 12 images above to see highlights of our conversation with Caruso and how Upstack’s model is changing the channel.