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How NWN Carousel Is Changing Future Of Work As The Hybrid Work Company: CMO Andrew Gilman

Steven Burke

NWN Carousel Chief Marketing Officer Andrew Gilman says that customers who are not implementing a hybrid work strategy are missing out on a big opportunity to bring employees back to the office.

NWN CEO Jim Sullivan
NWN CEO Jim Sullivan

When NWN CEO Jim Sullivan took the helm the company shifted to become a hybrid work solution provider. What has that journey been like?

We now have over 7,000 accounts. What is happening now is that our original hypothesis around going to the cloud is accelerating. Everyone is going to the cloud.

When Jim Sullivan relaunched the company [in 2019] we went from a huge portfolio of hundreds of offerings down to five core capabilities [unified communications, contact center, network, security and devices]. That got us into a great position because it was the right timing with the pandemic to help our clients through their time of need.

We had about 1,000 customers at that time. The business was growing well organically. That got us into an awesome position to do the deal a year ago with the Carousel team to create this new combined company.

We did sales bookings of well over $1 billion for calendar year 2021. We doubled our revenue as a combined company. The opportunity now is how do we continue to accelerate that.

We relaunched the business in September 2021 as NWN Carousel. We went from 1,000 customers to 6,000 clients. We retrained everyone. We added new capabilities.

 

 
Steven Burke

Steve Burke has been reporting on the technology industry and sales channel for over 30 years. He is passionate about the role of partners using technology to solve business problems and has spoken at conferences on channel sales issues. He can be reached at sburke@thechannelcompany.com.

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