Verizon, Reseller Partners Talk Channel Integration, Fixed Wireless Sales

Verizon reseller partners say collaboration between them and the carrier’s direct sales teams is growing.

The carrier recently concluded the Boston portion of its nationwide National Elite VAR Roadshow. The events, which will be in Utah, California and North Carolina later this year, bring Verizon personnel from global enterprise, public sector, midmarket and SMB sales teams from the Verizon Business Group to meet top resellers.

The partners attending the roadshow included Connected Solutions Group, CTS Mobility, Industrial Networking Solutions, Mobility CG, and Source Inc.

Sarah Marsh is Verizon’s director of channel strategy and sales enablement. She said the events allow the Verizon sales team to understand the unique strengths of different partners.

Verizon Business Group’s Sarah Marsh

“I think this is something that really makes Verizon Partner Network so unique, because we really drive collaboration between our direct sellers and our partners,” Marsh told Channel Futures.

In many cases, the resellers bring additional services and products into the fold that Verizon sales teams find useful. On the other hand, Verizon brings much needed leads and sales muscle.

Verizon Reseller-Direct Sales Partnerships

“Most of these VARs don’t have huge sales organization on their own,” Marsh said. “So to be able to leverage the Verizon sales team, pitching their solutions to customers across the country, is a tremendous value-add. It’s really a force multiplier partners.”

Douglas Kerl, president and CEO of Masters Telecom, said Verizon maintains a close tight relationship between its sales people and its exclusive resellers.

“Every year it’s getting better and better with the teams there,” Kerl told Channel Futures. “Especially, a lot more of the traditional wireline folks are able to work with us very closely. And then for the wireless teams, they really encourage the relationships because the wireless folks have several products, and they need help in areas to help facilitate sales as well as add-on products and services outside the Verizon umbrella.”

Scroll through the 14 images above to learn more about the roadshow and Verizon’s channel integration strategy. 

You can also read about Verizon’s Q2 earnings.

Event photos courtesy Verizon