Title: Senior Vice President, Qwest Business Markets Group
Years in current position: 2
Years with current company: 5
Years in the indirect channel: 6-8
Past jobs in the indirect channel: President, SBC DataComm
Annual revenue responsibility: Not disclosed
Main channel goal:
“The retention of existing customers is key to success for both partners and Qwest. Beyond retaining them, growing existing customers by adding new applications and new services, is also a major focus for QBPP in 2008. Finally, acquiring new customers with the intent of providing integrated solutions that solve customer problems, not simply technology in a silo is very important. The silo approach is too short-sighted to work in today's complex communications world.”
Biggest challenge:
“This program continues to grow each year. The challenge for us will be to continue to provide the stellar level of service and support that this program is known for, while continuing to grow at the pace we are now.”
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.
“Qwest is committed to the partner program and continues to make it easier for partners to do business with the company. Our goal is to truly understand the needs of customers and business partners.”
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'm a big believer in empowering my teams with the right tools for success. I have always jointly developed business plans with my subordinates to ensure that they have clear goals and objectives from the start, which ultimately makes them more successful, accountable and grows their leadership skills as a result.”
Why do you consider yourself to be innovative in bringing new ideas to the channel?
“To be successful in the channel, you must be a change agent. For the past 10-15 years, I've taken on increasingly challenging positions that require leadership and focus to effect change. We never forget the importance of our Business Partners to our success so we are constantly looking for new and innovative ways to support them and keep them leading with Qwest.”
To what extent do you engage in activities to promote or advance the channel?
“Our goal is to make it easier to do business with us. To that end, we are working to make our systems more accessible to partners. We're providing them back-office support to help them manage the order entry and billing processes. We develop joint business plans with partners to ensure we are in alignment with goals and objectives that will make both sides successful. We also do a significant amount of internal promotion of partners with our direct sales force so that they understand the value of working with a Qwest Business Partner, minimizing channel conflict.”
Golf handicap: 8
Hobbies: Golf, skiing
Currently reading: “Stalemate,” by Iris Johansen
Favorite TV show: ESPN (college basketball)
Number of sibling: 2
What others are saying about Tom:
“Tom McGrath is a hands-on executive; I like the fact that I can call him directly if we have issues that need intervention. He is involved with every aspect of the business partner program. He has a great team behind him. What more could you want?”
-- Margaret Schleimer, Senior Project Manager, OBJ Group LTD, Master Agent
“Tom McGrath is such an advocate for the Qwest Business Partner Program. He is willing to help an agent close a large deal or help work through a process that has thrown a road block in the way to winning an opportunity. Tom McGrath is a man of ethics, which I totally appreciate in today's business world.”
-- Janise Sizemore, Senior Account Manager, 5 Star Communications, Master Agent
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