Category Archives for "Managed Services News"

Jun 23

Kaseya Closes Datto Acquisition: Weller Out, Rae Stays

By | Managed Services News

KASEYA CONNECT IT GLOBAL — Kaseya, on the final day of Connect IT Global, announced that it has completed its acquisition of Datto for $6.2 billion. This represents a share price of $35.50. 

Datto’s stock has officially stopped trading and the company is no longer listed on any public market.

Kaseya announced its intent to acquire Datto in April, sending shockwaves through the MSP community. The acquisition aims to strengthen Kaseya’s IT Complete platform. It will do so with an enhanced bundle of solutions to help increase MSP efficiency and profitability. Look for at least 17 workflow integrations between Datto products and the Kaseya platform within the first month. The company expects all commercial integrations to be completed within the next four months. Customers will have immediate access to and benefit from the upgrades and innovations to all Datto product offerings. 

Interestingly, the list pricing on all Datto technology will fall by an average 10% or more on new purchases. A scattering of product list prices will come down more than that, while others might remain the same. 

“As we promised when we announced our intent to buy Datto, customers are going to see investment in innovation and integrations go up and prices come down,” said Kaseya CEO Fred Voccola. “We are increasing our technical investment in our products to ensure that every one of them will be supported and integrated, with enhanced functionality. The end goal is to be the most affordable and best option on the market for our awesome customers.”

Exits and Shifts

Datto's Tim Weller

Tim Weller

Channel Futures has confirmed that Tim Weller, Datto’s CEO, is exiting. 

“Tim has done a great job stewarding Datto — he’s a true pro,” said Voccola. “He will continue advising me and the company and help me make sure we continue to deliver.”

Rob Rae, Datto’s senior vice president of business development, will stay with the combined company. His title remains senior VP of business development with Datto. now a Kaseya company. Kaseya also confirmed that Ryan Weeks will stay put as CISO.

Datto's Rob Rae

Datto’s Rob Rae

“This is absolutely the best thing that could have happened to Datto, our employees and most importantly our MSP Partners,” said Rae. “Datto has always been committed to building great technology and creating a culture where its MSPs customers always come first —and as part of Kaseya, we will be able to do this bigger, better, and at lower cost to the MSP.” 

Even with the acquisition of Datto, the company will continue to operate as an autonomous brand from Norwalk, Connecticut and other locations. Kaseya’s official global headquarters are in Miami. 

“I want to reiterate – we bought Datto because we think they’re awesome – their world-class products, highly-regarded brand, innovative culture and amazing people – we have no intention of messing up any of that. We will build on what they created so in the end, MSPs will get the maximum value from their solutions at an affordable price,” added Voccola.

Jun 23

VMware Channel Head Sandy Hogan Is Leaving the Company

By | Managed Services News

VMware has confirmed Hogan’s exit. Does the pending, $61 billion Broadcom deal have any bearing on the change?

VMware's Sandy Hogan

VMware’s Sandy Hogan

As Broadcom prepares to buy VMware, Channel Futures has learned that VMware channel head Sandy Hogan is exiting.

“We can confirm that Sandy Hogan has made a personal career decision to leave the company to pursue a new career opportunity, effective July 6,” a spokesperson told Channel Futures. “We thank Sandy for her passion and commitment and wish her well.”

Ricky Cooper will take over as lead for VMware’s Worldwide Partner and Commercial Organization, at least for a while. Right now, Cooper serves as vice president for global and transformational partners.

Hogan led the VMware channel as senior vice president of worldwide commercial and partner sales for a little more than two years. That’s about the average time a so-called channel chief lasts, and Hogan’s departure coincides with the pending VMware takeover by Broadcom. However, VMware says her exit does not come as a direct result of the $61 billion deal.

“This is a personal career decision not related to Broadcom,” the spokesperson said.

Channel Futures has reached out to Hogan with a request for an interview. We have not yet heard back.

Hogan’s VMware Legacy

During her time within the VMware channel, Hogan played a key role in helping transform the company’s partners from traditional, one-time sales models to those reliant on recurring revenue. As one part of that, she spearheaded the shift toward partner-to-partner incentives. That marks an important development in the channel as partners embrace a more rounded take on how to go to market.

“When you consider the goal is to create ‘customer for life’ value, no single partner can sell or deliver value alone anymore,” Hogan told Channel Futures this spring (click through the linked gallery to learn more about how Hogan helped propel VMware channel partners). “It really requires a collaborative motion. … With the right programs in place, we are seeing less and less concern over coopetition, because the ultimate end game is creating that customer value and driving business outcomes, which ultimately leads to more profits and more opportunities for the entire partner value chain.”

That’s an important point of evolution for a company such as VMware, rooted as it is in the hardware and software world. With people including Hogan at the helm, VMware has emerged as one of the companies successfully making the difficult transition from old to new mindsets and business models — with much of that momentum coming from channel partners keen on cloud.

Changes Are Afoot for VMware Channel Partners

Indeed, VMware’s traction in cloud provides a big reason why chipmaker Broadcom wants the company. Broadcom continues to expand its software portfolio, but has more work to do to get away from infrastructure. With VMware, Broadcom expects to go from 23% net revenue from software to 49%. Even so, the pending purchase raises questions among some observers. Omdia’s Roy Illsley told Channel Futures in late May that Broadcom’s end game represents “the big unknown here.”

That’s because Broadcom already bought Symantec and CA Technologies, which Illsley considers “old technology.” He includes VMware in that assessment. To that end, he said, “Is this about holding the legacy technology and milking it dry over the next 10-15 years, or do they see the technology roadshow shifting at some point in the future back to modified ways of how things are done today? By that I mean, containers are not new. Unix v7 in 1979 introduced the concept of isolation in the OS. So is Broadcom betting on VMs becoming the environment of choice in 10 years, albeit in a modified way? The answer is not simple. To me it looks like a simple acquisition of companies in transition by Broadcom because they are relatively cheap, but it does not appear to have a clear strategy for these technologies.”

The apparent absence of a clear strategy has partners on edge. And with a new leader in charge of the VMware channel, the outcomes also remain unknown.

Who Is Ricky Cooper?

VMware's Ricky Cooper

VMware’s Ricky Cooper

Cooper has worked at VMware for nearly six years. Located in the United Kingdom, Cooper has served as vice president of global and transformational partners since March. Before that, he held the title of global vice president and general manager for almost two years. And he started at VMware as vice president of EMEA.

Prior to VMware, Cooper worked for Digital Realty. His resume also includes six years at…

Jun 23

Cloudli Buys ConnectMeVoice, Expands U.S. Reach

By | Managed Services News

ConnectMeVoice processes more than 12 million calls each month.

Montreal-based Cloudli Communications, a provider of voice, data and messaging solutions, is buying ConnectMeVoice. The New Jersey-based provider of next-generation VoIP, UCaaS and CCaaS solutions bolsters Cloudli’s position and business communications offerings in the North American market. Cloudli will retain the existing ConnectMeVoice team to provide continuity for its partners and customers.

ConnectMeVoice and Cloudli say joining forces offers an even stronger alternative for service providers and SMBs. These businesses look for reliable, cost-effective and flexible business communications options that support their rapidly changing needs.

Business Communications Portfolio

Cloudli's Gavin Macomber

Cloudli’s Gavin Macomber

Gavin Macomber is president and CEO of Cloudli Communications.

“We are excited to announce the acquisition of ConnectMeVoice and welcome their talented team to Cloudli,” Macomber said. “The ability to offer ConnectMeVoice’s hosted VoIP, UCaaS and CCaaS solutions within Cloudli’s next-generation business communications portfolio will provide managed service providers, resellers, and small businesses with greater choice and flexibility as they transform their businesses to the cloud.”

Keep up with the latest channel-impacting mergers and acquisitions in our M&A roundup.

ConnectMeVoice processes more than 12 million calls each month. MSPs, resellers and partners get ConnectMeVoice solutions through its nationwide network.

ConnectMeVoice's Scott Seltzer

ConnectMeVoice’s Scott Seltzer

“ConnectMeVoice is committed to offering high-quality service and flexible solutions,” said Scott Seltzer, CEO of ConnectMeVoice. “Becoming part of Cloudli allows us to further enhance our efforts to help our partners grow their businesses.”

ConnectMeVoice’s product portfolio includes its new Clarity platform, contact center, text and chat, SIP trunking and more. Managed service providers can white-label it or integrate it into third-party applications. These solutions, combined with a call-path pricing model, offer MSPs the next-generation benefits of a cloud-based unified communications platform typically only available to larger organizations, the companies said.

 

Jun 23

Hyve Solutions Exec Honored by California Legislative LGBTQ Caucus

By | Managed Services News

Pictured above: Hyve Solutions’ Steve Ichinaga (second from left) receives a framed resolution from Assembly Speaker Anthony Rendon (far left), State Senator Susan Talamantes Eggman (second from right) and Assemblymember Evan Low (far right).  

Steve Ichinaga, founder and president of Hyve Solutions Corp., was honored by the California Legislative LGBTQ Caucus during its annual Pride Month observations. He was one of 10 individuals recognized this past Monday during ceremonies that took place during Assembly and Senate sessions.

Do you or does a colleague in the channel deserve recognition for work in advancing diversity, equity and inclusion? Applications for the 2022 Channel Futures DE&I 101 close Monday, June 27. There’s no cost to enter and no limit to the number of different nominations you can submit. Submit your nomination(s) today!

“I’m incredibly honored to be recognized by the California Legislative LGBTQ Caucus,” said Ichinaga. “Creating a workplace that is diverse, inclusive and equitable for all of our co-workers at Hyve Solutions is a deeply rewarding and important part of my role as president.

“At Hyve, we believe that celebrating our differences cultivates innovation, which better serves our company, customers and partners. I congratulate the others recognized for their outstanding leadership and contributions to the LGBTQ community.”

“We are thrilled to honor Steve Ichinaga during our annual Pride Month floor ceremony,” said the LGBTQ Caucus. “We strive to advocate for diversity and inclusion of all people and work diligently to support LGBTQ leaders who represent our community at the local, state, and federal levels. Steve’s work to protect and uplift those in his workplace exemplify our cause, and we applaud his contributions to the LGBTQ community.”

LGBTQ Employees Welcome

Ichinaga has spearheaded several initiatives at Hyve Solutions to encourage and welcome LGBTQ employees. In 2020 he created a global, cross-departmental diversity, equity and inclusion (DEI) committee to engage Hyve’s diverse workforce. The committee led a “Get Out the Vote” campaign, increased digital signage to promote cultural holidays and events, and gathered essential materials for essential workers during the pandemic.

Hyve Solutions, a producer of hyperscale digital infrastructures, is a wholly owned subsidiary of TD SYNNEX Corp.

“Throughout his more than 35 years with the company, Steve has driven DEI forward at both Hyve Solutions and in the broader community,” said Rich Hume, CEO of TD SYNNEX. “A forward thinker and energetic leader, Steve is focused on what’s best for co-workers and the company.”

Under Ichinaga’s leadership, Hyve Solutions received a score of 100 on the Human Rights Campaign Foundation’s 2022 Corporate Equality Index, the nation’s foremost benchmarking survey and report measuring corporate policies and practices related to LGBTQ+ workplace equality and was named among the Best Places to Work for LGBTQ+ Equality.

Ichinaga uses his personal story to encourage others in the LGBTQ community to meet, network and provide mutual support. He led the company’s commitment to support the United Nations Global Standards for LGBTQ+ Equality. Ichinaga is an executive sponsor of the company’s Spectrum (LGBTQ+) employee resource group and often can be found discussing ways to increase representation for women, black and LGBTQ+ community members within the company.

 

 

Jun 23

The Channel Chief Skill Sets of 2022 and Beyond

By | Managed Services News

Not all channel chiefs come through sales. Look for a skill set that includes business savvy, flexibility and ability to build relationships.

Pricefx's Joe Golemba

Joe Golemba

Prior to now, channel chiefs used to be plucked mainly from sales. In today’s world, especially as we have encountered major shifts in the labor market from recent years, heads of channel come from all walks of life. They should be today’s Jack or Jill of all trades. Yes, the expertise of selling is always important, but a one-track background isn’t going to cut it anymore, especially when the channel partners with big tech players like Oracle, SAP and Salesforce.

There is one constant in the channel landscape – industries keep changing and so do the channel’s challenges. The best channel chiefs have already expected these shifts and have a subsequent plan to execute based on their prior knowledge in various sectors.

The job description of the modern channel chief is now up for debate, but it’s the fluidity of our industry that shapes the expectations of a great head of the channel.

Channel Chief Strengths

These are the strengths and accomplishments of a world-class channel chief in 2022 and beyond. The best channel chiefs have backgrounds that can include consulting, product innovation and management, marketing, experience in the tenets of building a company, strengths in communications and more.

Cross functional collaboration. It’s an intricate web we weave. Channel leaders must have the finesse of working across multiple business functions, at the same time, to define, plan and create value both for and via the ecosystem. There’s an art to implementing mutual communication and workflow between all parties. These relationships give channel executives the ability to accomplish tasks and inform every decision made in the channel.

Sales savvy. The head of a channel will need to serve purposes that may seem in conflict with each other. A good channel chief will embrace how to serve both. They will serve the ecosystem by helping them achieve their revenue objectives while they protect the company’s growth prospects in the ecosystem.

How do you give a fair shot to every partner in the ecosystem, both large and small? These channel chiefs will need to strategize how to offer customer-focused incentives or alternatives to partners who may be a shoo-in, whether they’re more well-known names, deliver unique/customer differentiated solutions or have the most competitive pricing. To protect the fairness of your ecosystem and to keep more, strategic partners coming in, no matter where they are in their life cycle, offer alternatives to motivate deals to move faster for those that may not be getting first pick of the litter.

Channel chiefs will also need smart selling skillsets, one that has a traditional focus on selling through the multidimensional sales channel. They will need to pick apart and strategize each level of selling, whether it’s co-selling, partner assist, reselling and more.

Strategic consulting. Some of the best channel chiefs have had their fair share of time in a strategic consulting role. This is a great advantage because they have seen the ins and outs of selling via the channel through a different lens. Thus, understanding how to work with system integrators (SIs) is crucial as they manage the improvements to a client’s business value and process. I have yet to meet a client that isn’t looking to optimize its systems and workflows across departments; a good channel chief will know how to work with SIs that can create customer value that sees results quickly. They know how to leverage SIs agile delivery frameworks and own solutions-enablement tools.

Product management. Channel leaders today need product management knowledge as well as hands-on experience. They need to be able to work both internally and with SIs, ISVs and hyper accelerators to create joint solutions and associated go-to-market plans that deliver differentiated transformational value to customers. Though channel leaders may not need to fully create, build or even understand the complete technical solution, their being able to articulate the customer value, the internal value and potential investment will help to speed up both the decision and, when applicable, the time-to-value processes.

Marketing and communications expertise. It’s all about relationships in this field. A channel chief must be effective with their communications strategy to all parties. It’s about articulating, positioning, selling and motivating internal parties, such as senior management, functional leadership teams and account executives. At the same time, they need to do the same with external parties, to and with partners.

Business planning and execution. Finally, but not at all the least, there’s needing business savvy. Embracing business acumen could be a deal-breaker skill in today’s world. Remember the fluidity of the market mentioned earlier? Yes, you still must plan for the future, even as it is unknown. Channel leaders need to create strategic plans, with a supporting budget, that drive top-line revenue with associated margin. However, plans need to be flexible to adapt to the ever-changing market conditions. This isn’t an easy task.

Joe Golemba is vice president of ecosystem and partners at Pricefx. The Advantage Pricefx Partner Program provides strategy partners, systems integrators and independent software vendors with go-to market support, training, and resources to grow additional revenue streams with its pricing platform. You may follow him on LinkedIn or @Price_fx on Twitter.

Jun 23

New Cloudflare One Partner Program Focuses on Zero Trust Security

By | Managed Services News

Find out which U.S. distributor will be the only source for Cloudflare One, at least until the third quarter.

With the Area 1 acquisition integrated, Cloudflare is rolling out a new initiative: the Cloudflare One Partner Program.

The new launch comes about six months after Cloudflare, one of the biggest networks on the internet, updated the Channel and Alliances Partner Program to support secure access service edge and zero-trust managed services. Cloudflare One now takes all existing products and partners to the next level, with a particular emphasis on zero trust.

“We’re pulling together the different parts of our bundle to make sure we have the right pricing and incentive structure,” Matt Harrell, global head of channels and alliances at Cloudflare, told Channel Futures.

That bundle comprises zero trust, network as a service and cloud email security, all delivered via software as a service.

“We’re making a big investment in zero trust,” Harrell said.

Matthew Prince, co-founder and CEO of Cloudflare, agreed.

Cloudflare's Matthew Prince

Cloudflare’s Matthew Prince

“[O]rganizations need a unified solution to secure their distributed workforces and, at the same time, accelerate employee systems,” Prince said. “But another key piece is broad adoption, and that’s why we’ve been working to seamlessly layer this into organizations without interruptions. Critical architectures like zero trust shouldn’t be complex, yet we hear every day from businesses that don’t know where to start. That’s why we have modernized how partners can fully implement and deliver what organizations of all sizes need most today.”

The Cloudflare One Setup

With that in mind, Cloudflare is putting a lot into partners – managed service providers, resellers, technology solutions brokerages, system integrators – via Cloudflare One. Here’s how it’s set up: Partners choose whether to join the Essentials, Advanced or Premier tier. Each is delivered on a per-user basis, with pricing determined per user.

Yet the higher a partner goes, the more access to capabilities, and the greater the possibility for return on investment. Premier, of course, represents the top level and comes with all Cloudflare solutions and features. Furthermore, the Premier tier offers the most compensation potential — up to 45% total margin, after including base discounts, deal registration, bundled sales and the partner’s own professional services.

To that last point, Cloudflare is really pushing its partners to act as the service delivery component for its platforms.

“We’re not competing with our channel on the services side,” Harrell said. “We don’t want to offers services. We have basic-level, quick-start packages, but they’re designed to be advisory. … We’re not in the game of wanting to build out a professional services organization or do massive migrations.”

TD Synnex is the Only Place to Find Cloudflare One (for Now)

Notably, Cloudflare One will only be available through TD Synnex for a while. That’s Cloudflare’s preferred distribution partner, at least until the third quarter of this year.

“We understand that some partners are going to want to engage directly and purchase directly through Cloudflare, and we will enable that,” Harrel said. However, he added, “initial deployment will be through TD Synnex. They’re very good at bundling and pricing, making it easier for partners to consume.”

That further means TD Synnex will provide support to partners selling Cloudflare solutions. Even so, Cloudflare One will guide partners in three main areas. The first is …

Jun 23

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 23

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 23

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 23

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

>