Title: Executive Vice President, Channel Sales
Years in current position: 4
Years with current company: 7
Years in the indirect channel: 5
Past jobs in the indirect channel: WorldxChange, ACC Telecom Europe, Alcatel Business Systems, UK, TM Group UK
Annual revenue responsibility: $560 million
Main channel goal:
“To grow profitable revenues for both PAETEC and the agents, through actively supporting their sales programs and providing full satisfaction for both agents and their customers at every stage of their relationship with us, from pre-sale, through provisioning, billing, service, changes and renewal. This maximizes customer retention, revenues and agent income, and supports our ultimate aim, to build a personal and long-standing partnership between PAETEC, its employees, the agent and the customer.”
Biggest challenge:
“To provide the highest quality to the customer at the lowest price, while paying the highest commissions and spiffs to agents, increasing incomes to employees, and providing the Street with growing annual returns!”
Please comment on the importance of the indirect channel to your organization and tell me what you see as the future for your channel operations.
“The Channel represents 30+ percent of total retail revenues and is a critical part of overall sales distribution, displaying strong annual growth. It will continue to occupy this position, as management adapts to the many technological and marketplace changes - for example, movement towards data, VoIP, mobile and managed services.”
To what extent do you, personally, show leadership within the companies you have worked for, the business community at large, the communications industry and the channel?
“I have been fortunate to work in six continents and seven different industries, including four companies at the CEO level. I believe fundamentally that people work best when they want to do something, rather than when they are told, and that effective two-way communication is key. I grew ACC in Europe from start-up with five employees to $150 million profitable revenues and 350 employees in 3.5 years, because we were a happy family, with a deep sense of caring for each other, our own company and customers. I believe two heads are always better than one, and we can all learn at whatever stage we are. Participation in the business community, caring for the less fortunate, meeting with people in the same business and channel partners is all part of this process, to build a sound networking base and enduring friendships. I have been a leader in shaping this process.”
|Why do you consider yourself to be innovative in bringing new ideas to the channel?
“My role is essentially to continuously improve. To do this, I have to constantly question every aspect of everything we do, and consider every possible alternative. I need to retain the ability to stand back from the business and observe. Spending time in discussion of alternative directions with employees, partners and other business leaders is key. I have introduced multiple changes in products, organization, promotions, systems, pricing, etc., while maintaining a strong pursuit of customer satisfaction and profitability.”
To what extent do you engage in activities to promote or advance the channel?
“Inside the companies where I have worked, I have done this every day. Externally, I have served on the Board of Directors of three leading agents, promoted agent events and shows, introduced and chaired agent advisory boards, participated in panels, and promoted the channel to investors.”
Golf handicap: 28
Car collection: 1932 Ford Roadster Hot Rod, 1970 Mini Cooper, 2003 Jaguar XKR, 2005 Mercedes SL55AMG
Favorite fast food joint: In And Out Burger
Favorite dessert: Chocolate Mousse
Favorite song: "You Should Be Dancing" by the Bee Gees
What others are saying about Chris:
“Chris Bantoft provides indirect channel members with outstanding knowledge and leadership skills covering both agent partners and the reseller segment. He’s been flexible, fair and available, offering industry insight tempered for an agent’s perspective. He offers broad experience and the ability to tell a mean story or two.”
-- Fred Newman, President, WinTel Communications, Master Agent
“PAETEC has a rich agent culture and that is definitely fostered from the top down. Chris runs a professional and responsive channel that is a key part of our agency’s success. I can always count on them to think out of the box, provide solutions that get the sale, and then deliver in a timely and accurate way. Clearly, Chris sets the tone for this to happen. He’s a delightful person to boot!”
-- Yvonne Fry, President, Lines of Communication, Consultant |
