Make Trust a Personal Issue

Throughout my tenure in Phoenix, I’ve developed some strong relationships with our indirect Channel Partners and some have even become good friends. I’m very proud of our connection to our Channel Partners and work hard to let them know how committed we are to our mutual success.

I try to treat each Channel Partner relationship with a personal touch by responding promptly, sending hand-written thank you notes, and staying in touch through events. Our most recent event was hosted at a local spot called Top Golf, where we took our partners for drinks, appetizers, and a fun round of golf.

It’s great to have fun and play with our partners, but I also understand how hard they work to establish trust with their clients. When we do installations for our indirect partners, we want to ensure things go smoothly because both our reputations are on the line.

As part of that relationship of mutual support, my team and I operate in a way that ensures there is no “channel conflict.” If a Channel Partner wants to customize a program for a client, we’ll work with them to try to make that happen. If we learn about an opportunity and I know that a local agency will do something with it that we can’t do, I make sure to refer those opportunities to them.

I try to be very specific and practical in the way I offer help to our partners. For instance, as we look forward to the expansion of our network infrastructure this year in the Phoenix market, I’ve made it a point to meet with our partners to tell them about that expansion and how they can make more money. I’ve given them lists of businesses to call on and buildings that are close to our network that they can connect with.

Because of this open relationship, my Channel Partners know that I’m a partner they can trust. They and their end customers know they can come to me with any issue, and I’ll address it.

Channel agents are hard working and independent, and they can choose from any number of carriers, but it comes down to trust. You only get one chance to create that positive relationship, and I try to make that happen with all our valued partners.

Deb Carmachel
Vice President and General Manager
Las Vegas