GTT Channel Exec on 2026 Platform Strategy & Market Trends

GTT says growing AI and security demands are pushing enterprise customers to seek simpler technology strategies and closer partner relationships. 

Sara Seegers, GTT’s channel chief, spoke with Channel Insider about the company’s platform-based approach to technology and how channel partners remain a core face of GTT’s growth strategy.

GTT continues to serve partners seeking simplicity 

Seegers, like many other channel leaders, said the convergence of AI and security needs has created a more complex environment for partners to manage and scale within.

That environment, which is quickly blurring the traditional lines between connectivity, security, data analytics, and AI deployments, is also expected to open up opportunities for partners to go deeper with existing customers and address key pain points throughout an enterprise.

“Lifetime value matters in more meaningful ways because the complexity that AI and security have brought has led them to lean toward vendors that can remove that complexity,” Seegers told Channel Insider, adding that in 2026, more partners have come to GTT with renewed interest in a relationship that feels outcome-driven, not transactional.

How the GTT platform addresses complexity with a unified approach

Alongside the market trends, Seegers is also focused on how GTT itself appears in the market to partners and their customers. To her and the company as a whole, the conversation has stretched far beyond networking, and she wants partners to see GTT as a core component of their ability to win.

“AI and security made them realize they were leaving conversations on the table, and the customer wanted someone where we had these alliances together to host those adjacent conversations together,” Seegers said.

From a technical perspective, GTT’s Envision platform provides AI-enabled global networking across GTT and third-party cloud environments from the edge to the core. The company’s portfolio of services includes SASE, Managed SD-WAN, security, internet, voice, and other connectivity offerings.

“Our number one innovation that has really become an aha moment is: a lot of suppliers have a portal. We have a platform,” Seegers said. 

To Seegers, what that means for partners is less vendor sprawl and more time with GTT’s team, advising on next-best opportunities with customers and supporting growth in conversations adjacent to the standard networking infrastructure deals partners already transact in.

To do that at scale, GTT continues to invest in the technology behind its EnvisionDX platform for partners.

“The investments we’re making in EnvisionDX, from a CPQ quote-to-cash [standpoint], is just a starting point,” said Seegers. “We also [bring the] human factor to validate what you do next with what the analytics are telling you.”

Program expands to reach SIs, MSPs, VARs, TSDs, and others

As is the case with all channel motions, the technology itself isn’t enough for most partners to feel compelled to invest heavily in a vendor leadership. Seegers said she and GTT are focused on enabling partners not just to sell more with GTT but to grow their practices to meet modern demand.

“We don’t want people to be afraid of hosting the next conversation and not being able to answer the question,” Seegers said. “We want to give enough to the TA or any partner type to be dangerous in hosting the conversation to bring us to the table.”

Seegers told Channel Insider the early momentum has been strong, with GTT doubling its win rate year-over-year and increasing sales by over 100 percent.

“I want to celebrate that, but we have just gotten started. So, there is no complacency or comfort,” Seegers said. “It’s just a validation of the program we’ve built and the identity we have in the marketplace.”

What Seegers thinks everyone in the channel needs to remember in 2026

Seegers told Channel Insider that she sees a shift in the wider market that others have also noted: partners want to feel supported throughout the lifecycle, not just in the early stages of procurement.

“It’s not just the upfront commercial. It’s the operating model you bring throughout the customer journey as their needs evolve,” Seegers said, emphasizing that GTT thinks about supporting partners and mutual customers much more holistically than what she sees as more transactional programs on the market.

That isn’t just a nice message to give to partners, either. Seegers said she knows GTT will grow exponentially faster with a flourishing partner ecosystem.

“GTT has really said, from product, sales, operations, that we are thinking of the partner, gaining their feedback, because they are going to help us make better [decisions] and truly are the growth engine of GTT.”