Carriers urge strong C-level partnerships

15 May 2013 |


Executives from a range of companies urged the wholesale industry to strike partnerships based on a strong relationship at C-executive level.

Carriers said there was a need in the sector to leverage a strong personal relationship when signing deals, as well as a complementary business model. 

Yesterday’s panel discussion at ITW 2013, ‘Redefining Wholesale Partnership Models for Growth and Agility’, raised some significant points about the industry and the much more delicate nature of a partnership.

Moderated by Paris Burstyn, senior analyst of wholesale telecoms at Ovum, the panel included Peter Hutchings, EVP of voice trading at COLT; Michael Wheeler, EVP of global IP network at NTT Communications; Martijn Blanken, MD and CEO at Telstra Global, and Mike Millegan, president of Verizon Global Wholesale. 

Blanken attempted to highlight the need for a solid personal relationship at executive level between two companies.

“If you don’t have two executive leaders driving whatever conversation you’re having, then the chances are the results are going to reflect that,” he said. 

“If there’s no interpersonal match, then it’s not going to happen.”

With wholesale placing an increased focus on regional partnerships, the discussion pinpointed areas such as mutual interest, strategy and interpersonal relations as areas of importance when partnering in the wholesale world.

“If there’s not a mutually aligned goal then you are going to run into problems,” Wheeler noted.