Channel Strategies: How Granite Telecommunications is Investing in its VAR Partner Program

Channel Strategies: How Granite Telecommunications is Investing in its VAR Partner Program

By Alex Passett

Granite Telecommunications is a one-stop-shop communications services provider for businesses’ voice, data, internet, wireless, video, and secure network solutions in both the U.S. and Canada. In knowing that no two businesses are run the same way. That is why it’s Granite’s mission to tailor flexible communications options uniquely, and with simplified, one-point-of-contact services for easing multi-location business burdens.

Earlier this month, Granite announced that it has officially doubled down the indirect sales channel.

Why? To better understand businesses’ needs and to provide headache-free solutions wherever possible.

According to Charlie Pagliazzo, Vice President of Channels at Granite, “While we have seen many technology companies laying off employees and underfunding their work in various channels, Granite is investing more resources into its resource program. In doing so, we’ve strengthened our teams with channel pros to improve experiences for partners and to grow alternate routes to market with new partner types.”

That last part is especially significant; Granite is committed to its Value-Added Reseller (VAR) Partner Program through strategic distributor relationships, as well. More on that shortly.

Over the past six months, Granite has welcomed 16 professionals to its team, including three seasoned channel leaders:

  • Colm Armstrong, Director of Strategic Partner Development
  • Eric Stark, Director of Regional Sales – West
  • Vern Jacques, Senior Regional Channel Manager – West.

The expanded team also includes additional sales, support, and management roles.

In terms of its aforementioned VAR Partner Program, Granite has expanded it in order to best support VARs through preferred distributors such as ScanSource, TD-SYNNEX, Ingram Micro, and Jenne. In short, this enables VARs to deliver transformational tech at scale via the leveraging of Granite’s multi-pronged operational platform; i.e. its project management, provisioning, implementation, customer service, managed services and billing capabilities.

For more context, Granite's VAR Partner Program began with VARs collaborating with the company's strategic technology vendors like Cradlepoint, Fortinet, and Juniper Networks. Since then, the program's growth has been attributed to factors like financial stability and solution expansion, as well as Granite’s comprehensive suite of managed voice, network, mobility and security services.

Overall, while many of its competitors have been hampered by growing pains, Granite was recently valued as a $1.85 billion solutions provider. This (in tandem with their VAR Partner Program efforts) is huge; per a market research report by Mordor Intelligence, the global VAR market has a forecasted CAGR of 12.44% between 2021 and 2026. This may be driven by factors such as the increasing need for cost-effective solutions and the growing demand for specialized services.

And so, Granite’s on top of it.

“When partnering with Granite,” a representative stated,” you enjoy earning long-term competitive commission. Granite Channels strives to save customers on costs and to guarantee immediate responses when needs arise.”

Edited by Greg Tavarez
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