CenturyLink Channel Changes Resonate As Two Programs Become One
Nearly a year after its massive Level 3 acquisition, CenturyLink channel execs tell CRN about the newly-combined partner program, and how the carrier-turned global tech provider is earning 74 percent of its revenue from business customers with the help of the indirect channel.
Nearly a year after combining with fellow telecom giant Level 3 Communications, the new CenturyLink has struck a balanced channel program that combines the best parts of the two carrier's legacy programs.
CenturyLink said last year that the newly enlarged company would generate about 75 percent of its core revenue from business customers. That prediction proved correct, with 74 percent of revenue in Q2 2018 derived from business services. That message is resonating well with the channel, which is contributing to that enterprise business revenue stream, CenturyLink's channel leaders told CRN.
"[CenturyLink] and legacy Level Three has been growing with double-digital revenue growth in the enterprise space, and that’s really what we want to continue to contribute," said Lisa Miller, CenturyLink's president of wholesale and indirect channels and alliances. “We are pleased with where we are today and how the indirect channel is responding to the new company."
In preparation for closing its acquisition of Level 3, Monroe, Louisiana-based CenturyLink revealed it would be keeping both company's channel chiefs on to lead the soon-to-be-combined partner program. Last September, John DeLozier, CenturyLink's then-vice president of the Channel Alliance program, told CRN he would be splitting the role of channel chief with Level 3's vice president of indirect sales, Garrett Gee.
DeLozier would focus on the company's master agent relationships, while Gee was tasked with execution in the field, including sales within CenturyLink's territories. Both executives reported to Miller, who previously served as Level 3's senior vice president of wholesale and alternate channels.
Today, Gee is CenturyLink's solo channel chief under Miller. Gee is running several channel teams, and has a "strong bench" of channel leaders are responsible for the provider's strategic partner accounts, including the largest master agents, as well as the tactical teams, Miller explained.
"The [channel] strategy really isn't changing with the organizational shift," Gee said. "Our focus is still on having local support so we can have channel managers and support engineers close to our sellers."
While the "best of breed" program, which includes popular pieces of both CenturyLink's and Level 3's channel programs, won't look entirely different to partners, the combined carrier wants to make sure that its partners know they are valued. Gee said that his channel team is actively working to bolster the support organizations to strengthen partner advocacy and functions such as contract renewals.
Sales engineering support is another area in which CenturyLink is investing heavily, Miller added.
Perhaps most importantly, CenturyLink didn't want to stifle channel growth during its integration phase. As such, partners have been using the same portal they had been working with before the acquisition. Now, the company is introducing a new, all-in-one portal for partners.
"We wanted to be thoughtful about the decisions we were making about products and services, and the ways in which partners would interact with us," Gee said. "We've collapsed our portal environment. While some of the information is still disparate, we are now presenting in a single, cohesive environment for them and overtime we will collapse those items and give [partners] one single interface to interact with us."
While legacy CenturyLink and Level 3 had many mutual partners, making it easy to interact and work with the new CenturyLink has been one of the first priorities for the indirect channel team, from order entry, to receiving commissions, Miller said.
The channel team for the newly-combined company not only grew in size as former CenturyLink and Level 3 channel managers came together, but the company has also boosted headcount by strategically adding new managers where more resources were needed.
"The scale of our staff is far superior than where we were previously," Gee said. "The [number of] partners our managers are caring for now are smaller, so we believe they can provide a higher level of service at this point."
More resources are necessary, because CenturyLink's hybrid IT product portfolio, which includes SD-WAN, cloud, security, and managed services are highly sought-after as legacy telecom partners make the transition to trusted solution provider. CenturyLink is weighing the feedback from partners heavily and is investing in these emerging technology areas.
"We have our product team getting intel directly from our partners, and so they are really influencing the angle we are taking as we try to enhance our products, services and capabilities," Miller said. "As we continue to focus on 75 percent of our business on the enterprise customer, [partners] are a loud voice within the company."
Source: crn
Latest Jobs
-
- Professional Services Security Engineer
- United Kingdom
- £65,000
-
Professional Services Security Engineer with current checkpoint experience is needed for the UK focused client facing implementation/migration, configuration position. The role will be utilising the latest versions of Checkpoint, so someone accredited with either CCSA or CCSE, on at least version R80 is ideal. The Professional Services Security Engineer must have current technical implementation experience using Checkpoint, however, I would look at someone with strong firewalling experience around other vendors such as Palo Alto and Fortinet. Being a multi-vendor professional services business, there is scope for this person to receive training and experience within other vendors. This is a UK wide role, the company in question has 2 offices across the UK, however, there is scope for this person to be home based when not on client site. Vendor training and exposure actively promoted.
-
- eDiscovery / Forensic Consultant, London, £65,000
- London
- £65,000
-
Senior eDiscovery / forensic consultant needed to join a business is recognised for helping top tier clients across eDiscovery, Forensics, Incident Response, Advisory etc. Known the for quality, consistency of work throughout the world. This individual MUST be London based, client facing with deep technical hands on experience with eDiscovery / forensic tools, techniques and best practice. Hands on experience using Relativity is essential. The position is split between engaging with client stakeholders to provide consultancy, technical engaging to identify, preserve, collect, process, review and produce electronically stored information in litigation and manage / provide support for the other internal business functions. This will include, but not be limited to; manging client engagements, collecting / processing data within Relativity, delivering / providing guidance customisation on reports, advising clients. Any of the following certifications are highly desirable. • Relativity Certified Administrator (RCA) • Relativity Processing Specialist • Relativity Analytics Specialist Travel to client site will be involved. Fluency in multiple European languages is highly desirable. All details kept in the strictest of confidence. Contact me on Chris.holt@dclsearch.com 07884666351 or 02086634030
-
- Public Sector Sales Consultant, Cyber, London, 140 OTE +, Uncapped earnings!
- London
- Up to £140,000 OTE
-
Public Sector Sales Consultant is needed in London as a new hire into a cybersecurity services, solutions and advisory business. Ideally, the Public Sector Sales Consultant should have experience selling cyber solutions, services and advisory but this is not essential. (Training can be provided) What is essential is the sales consultant must have a successful history overachieving against target selling into the Public Sector (Healthcare, Defence, Emergency Services, Government etc.).. This target for this opportunity will be £1.3m. The role will be split in delivering NEW BUSINESS into existing accounts (account management through existing partners, framework, direct etc) and new Logo NEW business. A full suite of solutions is available to the successful Public Sector Sales consultant. More importantly, there is an Uncapped earning for overachievement. A KEY requirement is an ability for the individual to achieve UK security clearance- UK passport holder is a must. There is a strong preference for will be given to those that already have clearance. Training, development, support and a warm inviting team. All details kept in the strictest of confidence. Ref: CH7497
-
- Partner Sales Director
- Germany
- Up to €165,000 Base + Double OTE
-
We are currently working on behalf of a global cybersecurity provider who are currently looking for a Partner Sales Director in Germany. The Partner Sales Director will be responsible for the go to market strategy for current Cyber Security OEM’s and new alliances across EMEA and CALA. Other responsibilities include; Sales strategy development and implementation, Partner development, Sales leadership etc. Experience Required Must have current experience in a sales leadership role specialising in Cyber Security (vendor experience with Cisco, Check Point etc.) Proven sales record of being able to lead, grow teams and exceed expectations. This individual MUST be based in Germany Ref: BD7496 (Partner Sales, Alliances Sales, Cyber Security Sales Jobs)