Welcome to Extra Mile by HiTechNectar, an exclusive interview series with industry leaders, discussing the latest innovations, tech trends, marketing practices, expert insights, and a lot more.  

We are delighted to have a conversation with Jonathan Wagner, Chief Commercial Officer of Alianza, a cutting-edge cloud communication provider that empowers businesses. Jonathan Leads Alianza’s go-to-market strategy and customer relationships with a focus on achieving great outcomes.   

We are super excited to have you today, Jonathan! 

Q1. Can you tell us about your career journey that brought you to become Chief Commercial Officer at Alianza? We'd be glad to know the key opportunities and milestones you've achieved along the way.

Ans. My telecommunications journey started with a job I had in high school installing phone systems. From there I moved into large scale technology deployment then into BroadSoft where I started as a Sales Engineer then moved into strategic sales focused on helping service providers move from TDM voice networks to VoIP. When BroadSoft was acquired by Cisco in 2018, I led the Americas service provider channel for all things collaboration.

My extensive experience driving complex sales engagements with telecommunications service providers brought me to Alianza. Now, I serve as Chief Commercial Officer and am helping to spearhead Alianza’s go-to-market strategy and ensuring we achieve mutual success alongside our customers.

Q2. As a sales trailblazer, what is your sales management philosophy? How do you motivate and inspire your team at Alianza to consistently surpass targets? Can you share some innovative strategies you've implemented to drive Alianza's success?

Ans. My sales management philosophy is rooted in empowerment and collaboration. I believe in giving my team the tools, autonomy, and trust they need to excel, while fostering a culture of accountability and continuous improvement. To motivate and inspire, I focus on clear communication, setting ambitious yet attainable goals, and recognizing and celebrating achievements. One innovative strategy we've implemented is leveraging data-driven insights to tailor our approach to each customer's unique needs, ensuring we're always providing the most relevant solutions. This, combined with a customer-first mindset, has been key to driving Alianza's success.

Q3. The cloud communication market is taking giant leaps, helping service providers move forward and achieve their desired goals. How do you position Alianza as a leader in this market, differentiating it from competitors?

Ans. Alianza has several key differentiators that position us as a leader in the cloud communications market. We offer a comprehensive, full-stack solution that seamlessly integrates with our customers’ existing systems; our platform is built on carrier-grade infrastructure, ensuring reliability and scalability for service providers as they grow and evolve; and we maintain a deep commitment to the service provider community, backed by our domain expertise and a proven track record of successful legacy voice migrations. We are laser focused on our service provider customer’s success. We do not have a direct offer nor a field sales team competing with our customers. All together, these strengths enable us to deliver tailored solutions that help our customers achieve their goals with confidence and efficiency.

Q4. How has Alianza’s cloud communication platform enabled communications service providers to boost their growth? What's the key factor driving this strategic client and revenue objective?

Ans. Alianza’s cloud communication platform has enabled hundreds of communications service providers to accelerate their growth by providing a robust, scalable, and easy-to-integrate technology platform that meets the evolving needs of not only service providers, but their end-user customers. Today, keeping up has never been more challenging – new workplace dynamics, driven by enhanced collaboration and AI-enabled tools are accelerating the pace of innovation. Honestly, service providers can barely innovate quickly enough. As a result, they need a partner who not only understands their business needs but has a keen eye on the road ahead. Alianza delivers core communications capabilities exclusively to service providers, ensuring there are no distractions within the business for revenue streams that compete directly with customers.

Q5. Are there any crucial features of Alianza's cloud communications platform that stand out from other solutions in the market?

Ans. In addition to the key differentiators above, Alianza is also dedicated to continuous innovation, ensuring that we not only meet the current demands of service providers, but are also well-positioned to adapt to future changes. Additionally, our API-first approach allows for seamless integration and customization, giving our customers the flexibility they need to succeed. Lastly, because we’ve built our own switch and platform, we can move much faster than other providers. Our rapid release cycle, which includes daily updates for minor bug fixes and enhancements, ensures that our platform is always evolving to meet the needs of customers.

Q6. What emerging trends do you foresee in the global cloud communications industry, and how is Alianza preparing to incorporate them in day-to-day operations?

Ans. I see several emerging trends that will shape the future, including the growing role of artificial intelligence (AI), the expansion of 5G, and the increasing demand for unified communications. AI, in particular, will transform how service providers deliver and optimize services, from automating customer interactions to enhancing network management. At Alianza, we are actively preparing to incorporate these trends by investing in AI-driven features that enhance our platform's capabilities. We're also staying ahead of the curve by continuously innovating and expanding our offerings to ensure our customers are equipped to thrive in this rapidly evolving landscape.

Q7. How do you define transformative leadership? Can you share a story where your leadership style has led to a significant positive change in your team or organization?

Ans. Transformative leadership, to me, is about inspiring and empowering others to embrace change, driving innovation, and fostering a culture of collaboration and continuous improvement that leads to meaningful and sustainable growth. I believe in the power of servant leadership and the importance of creating an environment where psychological safety, emotional intelligence, and empathy are at the forefront.

One of my most meaningful experiences involved guiding a team member who was feeling burnt out and disconnected from her work as she was facing the dual challenge of a tough customer and difficult internal dynamics. During a one-on-one conversation, I focused on truly understanding her emotions and I created a space where she felt safe to express her frustrations and concerns without fear of judgment. Through empathetic listening, I discovered that her strengths were not being fully utilized in her current role, which contributed to her disengagement.

When I suggested a shift in her role to better align with her strengths, she had concerns that the change might be perceived as a demotion or a reflection of poor performance. Recognizing these fears, I provided consistent support and reassurance, emphasizing that this move was intended to empower her and leverage her unique talents. With continued encouragement and coaching, she gradually embraced the new role, and her confidence grew as she realized that the change was a reflection of her potential rather than a criticism of her past performance. Once she found her footing, the positive impact was immediate—she was re-energized, thriving in her new responsibilities, and brought a renewed sense of positivity to the team.

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