Telecom Reseller / Technology Reseller News

Jason Beal, Global Channel Leader at AvePoint, an ISV providing SaaS and Data Management Technology speaks to Don Witt of The Channel Daily News about their successful first year in the channel. AvePoint went public and announced 1,800 global employees in 17 counties. When they entered the channel, they had a huge sales force help them bring on the channel partners quickly.

Jason Beal

They have created a New Renewals program enabling to the channel to lock in their Recurring Revenue through their partner portal. They have also initiated partner technical and sales certifications. Lastly, AvePoint created a 15-member advisory council to help them monitor and improve the channel support and sales process.  Listen in to hear Jason define all the key points.

In 2001, their founders were busy preparing to bring their first product to market — a backup solution for Microsoft's email service, Exchange. Shortly after, their focus quickly turned to providing a backup solution for a new Microsoft product that offered site-based collaboration: SharePoint 2001.

Today, their full suite of data management solutions for Microsoft 365 is hosted across 13 global datacenters for unmatched scalability, and to support data sovereignty requirements. Their cloud platform is certified against leading security accreditations and boasts one of the largest SaaS userbases in the Microsoft 365 ecosystem.

They have pushed the boundaries of enterprise digital collaboration with first-to-market technologies for two decades. More than half of their workforce – including their senior leadership team – are technologists.

For more information, go to: https://www.avepoint.com/

AVANT has one of the most aggressive and supportive channel programs in the world. It is not only what they do for the channel, but the quality and depth with which they address their goals. Alex Danyluk, Chief Strategy Officer for AVANT speaks with Don Witt of The Channel Daily News, a TR publication about his additional roll as Managing Director of AVANT Analytics.

Alex Danyluk

Alex explains that AVANT has historically provided reports, like the 6-12 Report, to the channel and their customers to enable them to make informed decisions. The reports have covered subjects like security, UCaaS, and CCaaS.  The new effort will be to take advantage of key current tech information or events to turn the channel into a strike force taking advantage and monetizing the information. He will be expanding with more people and more products. Listen in – Alex has some great info.

 

 

 

 

 

Empowering the Trusted Advisor

The velocity of innovation in technology today is driving an equally rapid evolution of the IT marketplace. More and more, IT departments are relying on Trusted Advisors to help them manage change and plan for the future. We enable the Trusted Advisor to navigate the ever-evolving technology landscape with the knowledge and support to prepare for the future. AVANT keeps you ahead of the accelerating pace of change.

AVANT has over a decade of experience and was born at the beginning of hyper-accelerating technology. A time before cheap bandwidth and impossibly fast processor speeds drove new cloud technology and the convergence of IT, voice, and connectivity into ubiquity. Their mission is to build a platform that navigates the relentless pace of change for Trusted Advisors and their customers, enabling business transformation and an effective and efficient ecosystem for Trusted Advisors to leverage.

For more information, go to: https://goavant.net

Mark Denney Chief Revenue Officer with Tangoe explains to Don Witt of The Channel Daily News, a TR publication how Tangoe works with business to get control of their operations. For example, Tangoe One provides complete enterprise technology management including: orders, invoices, inventory, expenses, and payment processing all in one place.

Mark Denney

Mark, who has had 25 years of channel experience, knows how important the channel is to a solid predictable revenue stream. Tangoe’s entry into the channel is with both feet – they are totally committed. Serving half of the Fortune 500, Tangoe’s technology success demonstrates that they are ready to serve the mid-market through the channel.

Listen in as Mark provides details and passion for the channel and technology they will deliver!

Tangoe is the industry-leading global provider of technology expense management and managed mobility services for enterprise. Nearly half of the Fortune 500 relies on them to pay their bills, process their orders, manage their inventory, and find them savings.

Fueled by an innovative automation framework and unified customer experience, they deliver:

Comprehensive expense management and advanced auditing for telecom

Seamless MMS for simple mobile program management

Expert expense management and advanced usage optimization for cloud

Technology matters, but their complete solution is not just about great software. It’s about personalized service and support. Their 1,400 technology, product, and service delivery experts leverage their platform to connect people with processes and technology. Drawing from 20+ years of experience, they empower their customers to focus on increasing efficiencies, cutting costs, and finding new ways to increase revenue.

For more information, go to: https://www.tangoe.com/

VOSS Unveils Enhanced Dial Plan Integration Between Microsoft Teams Phone System and Cisco Call Manager

Many organizations are migrating their UC and voice to Microsoft Teams Phone System but still have significant estates of Cisco infrastructure that needs to co-exist. VOSS helps solve this business challenge by integrating, simplifying, and automating the overall complexity of managing these diverse, multi-vendor platforms. In this podcast, we talk to VOSS Solutions about their enhanced dial plan integration between Microsoft Teams Phone System and Cisco Call Manager. During the interview, VOSS explains how automation workflows enable system administrators to keep track of a combined inventory of numbers, on-board new users, manage licensing, or simply migrate services from one side to the other.

Visit https://www.voss-solutions.com/

Major shifts are occurring in the telecommunications and networking industries.  Couple that with cyber threats and technology advancements, enterprise is being forced to change just to stay current.

John Holland, Chief Revenue Officer at Thrive speaks with Don Witt of The Channel Daily News, a TR publication about their all-encompassing solutions for enterprise.

John Holland

When enterprise finds themselves in a security, IT or employee predicament,  they should contact Thrive.  Thrive can come in and assess what company needs exist. Then, Thrive can arrange for partial or complete outsourcing of their technology requirements as needed.

For those organizations starting to fall behind, listen in to this conversation. You will find it very informative, and it may open up the option of outsourcing to get your company back on track.

 

Today’s shifting tides of technology innovation create challenges and opportunities. As more and more workloads shift to the Cloud, IT management is now about making technology work outside the corporate walls more than within. Thrive is here to help. They have teams of expert engineers and support teams dedicated to Cloud, security, network management, disaster recovery, business continuity, and more.

They still roll up their sleeves with internal IT teams to manage help desk and traditional LAN environments. Leveraging Thrive’s NextGen technology expertise will ensure your organization is ahead of the curve and leveraging technology to its fullest.

Their mission is to become the most respected and referred to provider of NextGen managed services, serving emerging, mid-market, and enterprise customers — customers of all sizes not only in the Northeast, but around the United States.

For more information, go to: https://thrivenextgen.com/

“As this trend of cloud continues, customers are going to more and more want cloud communications,” says Frank Seltzer, ConnectMeVoice’s Channel Manager. “If you don’t sell it, someone else will.” In this podcast, we update listeners on the progress of ConnectMeVoice’s new Clarity open UCaaS platform and management portal, which was announced in January. Seltzer believes that the channel must sell both VoIP and Cloud, to block competition and to make their offerings more “sticky”. We learn how Clarity has simplified setup and management of Unified Communications as a Service (UCaaS) by making everyday administration simpler, more transparent, and intuitive. Clarity helps simplify things at the actual end user level, while offering powerful, labor saving tools to the MSP community. Seltzer also outlines how ConnectMeVoice helps simplify the telecommunications tax challenges. Seltzer discusses the company’s upcoming appearance at ITEXPO and MSPExpo in Fort Lauderdale and involvement with the Cloud Communications Alliance.

Visit www.connectmevoice.com

Ribbon Connect for Operator Connect helps providers

According to Greg Zweig, Ribbon’s Director, Solutions Marketing, as Teams adoption escalates, “…it’s just a matter of time that people ask ‘what else can I do with this’ and phone is a natural extension.” In this podcast Zweig discusses the sweeping changes that Microsoft Teams brings, including the way enterprises deliver voice and real time communications. Teams also breaks the connection of geography to carrier. Zweig outlines Microsoft’s recently announced offering for telecom service providers, Operator Connect Accelerator. With the development, Ribbon is enabling Operator Connect Accelerator with their latest Ribbon Connect for Operator Connect offering. Zweig discusses how Ribbon’s SBC’s, a fifteen-year relationship with Microsoft and organizational DNA that tracks back to the dawn of telecommunications, have come together to make Ribbon a trusted and known partner for many companies as they make this migration for themselves or their clients. “There’s a sea change here and I think the service providers really see it,” says Zweig.

Read Greg Zweig’s blog

Ribbon Connect for Operator Connect

Visit https://ribboncommunications.com/

Focusing on A Single High Margin Solution

“Choosing which service to offer really has a big impact, says Jason Byrne, SVP Marketing at NetSapiens. According to Byrne, the break-fix model was great, but its aging. The recurring income model is great, but the revenue per contract can be skimpy, and is prone to be falling, on an individual basis. With 40,000 MSPs chasing the post pandemic, post crises driven migration, market, Byrne is thinking that the time has come to find a service one can sell, that offers a better margin. Byrne tells us that people, facing small margins, try to counter the problem by selling more services to more clients. But this leaves the practical problem of less and less return on each win. Those lower and lower margins slowly eat away at the vibrancy of a business, impacting everything from having the revenue to attract top tier talent, reinvestment in keeping an MSP up to date, and even the firm’s attractiveness as an eventual Mergers and Acquisition partner or participant. Nobody wants to buy a low profit business. In this podcast, Byrne has some answers.

Read the eBook: Ways to Boost MSP Margins

Visit netsapiens.com

Cellusys currently has over 1 billion subscribers worldwide – and growing fast. Brendan Cleary, CEO for Cellusys speaks with Don Witt of The Channel Daily News, a TR publication about their technology and their solutions. He explains how they monitor the DNA of the data traffic identifying nefarious activity and notifying organizations so something can be done about it.

Brendan Cleary

Many carriers are currently behind the security personnel hiring 8 ball. There are not enough telephony security personnel available. Those that are available are not familiar with many of the protocols like SS7. This makes the Cellusys services that much more important to their carrier customers. Cellusys has the talent and the staff to support their growing customer base.

If you want to hear about how roaming is supported moving into and out of a network, you will hear some interesting facts.  This now also applies to IoT device roaming.

Cellusys delivers innovative elegant solutions for mobile operators. They design and deliver solutions that give operators clear insights and comprehensive control over their signaling, with a focus on security, roaming, SMS monetization and analytical applications.

Cellusys has continually broken new ground since their inception in 2005, when they brought together a team with a depth of expertise in signaling, technology, and IP not seen elsewhere.

They are not held back with preconceived notions of how things should or shouldn’t be done. With this, plus their creativity, and huge input from customers, they will remain leaders in innovation, and the commercial and common-sense choice for mobile network operators.

For more information, go to: https://www.cellusys.com/

“The stuff that used to work in sales are no longer effective,” says Jen Allen, Chief Evangelist at Challenger Inc. Reflecting on some hard earned lessons from over a decade ago, Allen discusses how Challenger began a journey to discover what was missing in the traditional thinking about a sales process that often devolved into falling back on price cutting or a sort of shadow boxing where agents and their sales management teams simply guessed on why they were hearing no, or the soft no of a no response. “It’s not about price, really,” adds Allen. “What it is about is the customer does not perceive the value in the same way we do.” Previously, managers had to listen to hours of recorded sales conversations or interpret conversion rates to try to determine areas for sellers' improvement.

In this podcast we learn how sales leaders can use customer feedback and AI-driven technology to save themselves time, get ahead of potential challenges and implement the appropriate training to improve their sellers' success. We also learn about a most interesting and unique approach: surveying customers during the purchase process.

Visit https://www.challengerinc.com/