Originally posted on Data Center POST.
Gregg Rowe, Chief Channel Officer at Globalgig chats about SD-WAN, and managed network services for enterprise connectivity and the challenges affecting global connectivity norms
Hello, Gregg… How has your journey from electrical engineering to leading channel strategies shaped your perspective?
Honestly, it shaped everything. My background in electrical engineering gave me a mindset that’s been with me every step of the way. Engineering teaches you how to break things down, assess a system, and solve problems in a methodical, structured way—and that’s exactly what I do now, just on the business side.
When you’re in engineering, everything is about troubleshooting. You’re looking at cause and effect, making decisions based on data, and always thinking a few steps ahead. That problem-solving DNA is what I brought into the channel world. Channel is a Venn diagram consisting of circles representing customers, partners, collaborators, and ourselves. It’s all about understanding where the interests align and getting all of the parties focused on that alignment. Channel is not about solving one problem correctly, but rather mastering the process to increase the probability that most problems and alignments are solved correctly.
In an industry where hyperconnectivity is the set standard, what gaps do you see in current channel ecosystems, and how is Globalgig reengineering partnerships to bridge them?
The biggest gap I see is a myopic focus on the transaction of connectivity. Customers are seeking a transparent, full-stack solution, even when the request starts with only connectivity. Why is that connectivity needed; what is the impact of losing it; what level of security does the business require; how do they monitor and manage it; how do they see and fix a small problem before it becomes a big one; [and] what is the experience of the customer’s customer, whether they are in an office or working remotely? Many channel ecosystems today are built around transactional relationships, such as circuit resale, hardware bundles, and bolt-on services. Too few are having a full, wholistic discussion about the complete network and security stack and how to monitor and manage it all. There is a tectonic shift happening with single-vendor SASE that requires full-stack discovery and problem-solving. This requires a process that starts with the desired end state two to five years down the road and works backward to create a sustainable solution that can evolve with the customer’s business.
At Globalgig, we’re flipping that model. We’re partnering with folks who see the long game—partners who want to co-own outcomes, not just close deals. That means integrating into our platform, aligning on service delivery, and building value on top of connectivity. The relationship doesn’t end when the circuit turns up—that’s when it starts. We’re engineering partnerships that solve real problems, not just sell SKUs.
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