‘I believe in going 100 per cent through the channel’: New GCX channel and alliances chief Luca Simonelli
GCX has named Luca Simonelli as SVP of channel and global alliances to deepen relationships with tech vendors, telecom operators, and managed services.
Simonelli will also lead the MSP’s operations in Italy, overseeing commercial activities in the country, as well as local teams.
He joins from Cato Networks, where he worked as VP for EMEA for over five years.
He also previously held leadership positions at Cisco, Lastline, Fortinet, and Attachmate.
In an interview with CRN, Simonelli explains one of the reasons he joined GCX was its “start-up-like mentality,” as well as the freedom and autonomy he has been given within his area of responsibility.
“That has really empowered me to make a change and to make an impact, to drive top-line revenue,” he explains.
For the next six to 12 months, Simonelli intends to significantly grow the British company’s managed services business, particularly on the underlay side, not just the overlay.”
Geographical goals
On the alliances front, Simonelli wants “to boost partnerships with key SASE players and expand in that area.
On the channel side, it’s more about working closely with local operators, especially those niche operators that lack a global footprint.
We can partner with them and serve as a natural extension of their networks, helping them deliver on projects for multinational clients.
That model is working particularly well in Italy right now, and I intend to replicate it in the UK, Germany, and the Nordics.”
Beyond Italy, Simonelli sees the UK as a market in development, as the London-HQ organisation is “not doing much yet with local operators” but intends to replicate the success it has had in Italy.
He adds that the firm’s strategy is consistent across Europe, aiming to work closely with local operators, sign agreements with technology vendors, and foster relationships with existing ones in all countries.
“There’s still room for new vendors, but the existing ones are very important and well-established.
For example, Palo Alto, Fortinet, Cisco; they’re all existing partners and strong players in the market.”
GCX is also involved in Asia, particularly in Singapore and Australia.
Simonelli adds that the company is also targeting the US.
“But for now, the focus is consolidating our presence in Europe and Asia,” he adds.
Channel relationships
He also highlights the importance of the channel, which he considers to be a growth driver.
“The channel is sometimes seen by inexperienced sellers as a tax, a cost, but in reality, it’s a catalyst. It’s a scale factor.
It’s what can take your business to the next level. For me, every business is a channel-first business.
I believe in going 100 per cent through the channel.”
To stoke his ambitions, he tells CRN he is keen to form a dedicated team for both channel and global alliances.
“We’ve already started pre-selection, writing job descriptions and scouting talent. That’s definitely in the plan.”
Besides the channel, the network provider is involved in sectors such as retail, manufacturing, hospitality, legal, and logistics.
“By boosting alliances with tech vendors, we’ll be able to expand beyond those verticals into new markets; I’m convinced of that,” explains Simonelli.
Global disturbances
When it comes to global geopolitical challenges, Simonelli explains that GCX is mindful of the current ongoing situations.
“We’re aware of ongoing conflicts, like Russia-Ukraine, and in the Middle East; these are external factors that can affect business significantly,” he says.
“We’ve faced unexpected events before, like COVID, when I was at Cato Networks.
These are things to be mindful of, though they’re beyond our control. But am I concerned? No.
I don’t foresee any deterioration at the moment.
The tariffs being introduced by the US government could be a problem, but only time will tell.”
