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Acer America Corp. is a computer manufacturer of business and consumer PCs, notebooks, ultrabooks, projectors, servers, and storage products.

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May 15, 2024 |

Verizon’s Strategic Vision for MSPs: A Conversation with Channel Chief Mark Tina

Verizon seeks to build relationships with IT services providers based on partnership, innovation, and support.

Mark Tina knows that MSPs play a crucial role in delivering comprehensive solutions that cater to the diverse needs of businesses in today’s digital landscape.

Verizon‘s channel chief and vice president of indirect partner sales, who has a long tenure with the telecom giant, was tapped to lead the company’s channel division nearly a year ago. Tina sat down with ChannelPro to share his perspectives on Verizon’s strategy to empower MSPs and enhance its partner program.

Rich History and Forward-looking Strategy

Tina brings more than two decades of Verizon tenure and the broader telecom industry to his role. His career journey, marked by leadership across various business segments, has been instrumental in forging robust relationships with channel partners.

Mark Tina of Verizon shares channel program strategy

Mark Tina

His depth of experience underpins Verizon’s commitment to creating solid customer outcomes through effective partnerships.

“Over the years, [I’ve learned] how to best work with partners to create efficiencies and advantages to create solid customer outcomes,” he noted. “Then, last year, Verizon made a business decision to pull as much of the channel as possible together under one leader. … I was very interested in the role, since I had experience working with channel partners through the years.”

Enhancing Verizon’s Partner Program

Verizon’s strategy to boost its partner program focuses on leveraging its vast network of VARs and distributors, and emphasizing the role of MSPs in complementing Verizon’s solutions. Those offerings range from onsite surveys for network testing to 24/7 technical support post-sale to presale engineering to onboarding, Tina said.

A key aspect of Verizon’s partner program is broadening distribution to cater to a wide range of customers, including small businesses. According to Tina, collaboration with channel partners is imperative to reach new and existing customers. “When you say, ‘enhanced program,’ it is really leveraging different channel partners to allow us to broaden our distribution. We want to be able to scale our services for the smallest of customers, whether it’s a barber shop or restaurant on Main Street, all the way up to our largest enterprise customers.”

Supporting MSPs in Service Delivery

MSPs play a critical role in delivering services that meet the evolving needs of their clients. That’s why Verizon offers myriad resources and tools to partners, including system integrations and pre-sales support mechanisms, Tina said.

Additionally, opportunities abound for MSPs in the context of cloud services and cybersecurity. The company is committed to supporting partners through robust security solutions and comprehensive resources, such as its Data Breach Investigations Report and Mobile Security Index Report.

Verizon seeks to lean into its core competencies — like connectivity — and supplement those services with the work that its channel partners can do, Tina added.

A Partnership-centric Approach for Growth

At the heart of Verizon’s partner blueprint is a collaborative approach that emphasizes mutual growth and success. Tina highlighted the potential for new recurring revenue streams through managed services, underscoring the shift towards sustainable business models that benefit both Verizon and its partners.

“The only way this channel is successful is if our partners are able to grow and scale with us. That is a commitment that I make as the leader of the channel for Verizon. If you’re a partner of our program, we’re going to make sure you’ve got the tools and resources to grow.”

Verizon’s commitment to reinforcing its partner program and fortifying managed services delivery creates significant opportunities for MSPs looking to drive growth and deliver exceptional customer outcomes.


Image: iStock


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