Telecom Reseller / Technology Reseller News

John Tonthat, Chief Revenue Officer at AudioCodes, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about how AI and voice technologies are creating new opportunities for channel partners and MSPs.

Tonthat highlighted that AudioCodes is focused on helping partners capitalize on the growing demand for AI-powered voice solutions, particularly as enterprises look to modernize communications and customer engagement. From voice AI integrations to advanced collaboration tools, the company is enabling partners to deliver differentiated solutions that go beyond traditional telephony. “Voice is evolving rapidly with AI, and there’s a significant opportunity for partners to bring new value to their customers,” Tonthat said.

The discussion also explored how AudioCodes is supporting the channel with solutions that integrate into platforms such as Microsoft Teams and other unified communications environments. By combining voice infrastructure with AI-driven capabilities, partners can offer more intelligent and automated communications experiences.

Tonthat emphasized that the channel remains central to AudioCodes’ strategy, with a strong focus on enabling partners to build recurring revenue streams and expand their service offerings. As enterprises adopt new technologies, partners who can deliver integrated, AI-enhanced voice solutions are well positioned for growth.

As conversations at Channel Partners continue to focus on AI, cloud communications, and the evolving role of the channel, AudioCodes is positioning itself as a key enabler of next-generation voice solutions for partners and their customers.

Learn more about AudioCodes: https://www.audiocodessuperstore.com/

By Doug Green

“The indirect channel is still the fastest way to scale—but only if you know how to build it right.”

At the Channel Partners Conference & Expo MSP Summit in Las Vegas, I caught up with Rick Beckers of Channel Sales Pro to talk about a topic that continues to define growth strategies across the telecom and MSP ecosystem: how to effectively build and scale through the indirect channel.

Channel Sales Pro focuses on helping technology vendors enter and expand within the channel—specifically by building partner ecosystems that drive revenue. As Beckers explained, many vendors recognize that the indirect model is the fastest path to scale, but they often underestimate the complexity involved in doing it successfully.

That’s where experience matters. Beckers brings a unique perspective, having operated across multiple roles in the ecosystem—including MSP ownership, TSD leadership, and consulting. This breadth gives him insight into the motivations and challenges of every stakeholder in the channel.

One of the key realities he highlighted is that most vendors entering the channel have aggressive growth targets—often aiming for a $100 million exit. Achieving that kind of scale requires more than just signing partners; it requires building a repeatable, well-supported channel strategy that aligns incentives, enables partners, and accelerates deal flow.

For MSPs and channel partners, this creates opportunity—but also complexity. Vendors that invest in structured channel programs, partner enablement, and go-to-market alignment are far more likely to succeed, while those that treat the channel as an afterthought struggle to gain traction.

The conversation underscores a broader trend across the industry: the channel is not just a distribution model—it’s a growth engine. But like any engine, it needs to be designed, tuned, and managed correctly.

For vendors looking to scale, and for partners evaluating who to align with, the message is clear: success in the channel doesn’t happen by accident—it’s built.

By Doug Green

“We provide a real alternative to the hyperscalers—with more personality and a true partnership approach to the channel.”

At the Channel Partners Conference MSP Summit, I caught up with Tim Mandell of Leaseweb to discuss how the company is positioning itself for MSPs and channel partners looking for more control, flexibility, and partnership in their infrastructure strategy.

Leaseweb, now a 28-year-old company, operates as a private, sovereign-by-design infrastructure provider. That distinction—private and sovereign—was central to our conversation and reflects a broader shift in how enterprises and partners are thinking about cloud and infrastructure.

Unlike publicly traded hyperscalers, Leaseweb emphasizes independence. “We don’t report to the street,” Mandell explained, highlighting the company’s ability to focus on long-term customer outcomes rather than quarterly earnings pressure. That independence translates into more flexibility for partners and a willingness to engage in tailored, relationship-driven solutions.

From a services standpoint, Leaseweb offers a full stack of infrastructure options, including colocation, private cloud, public cloud, bare metal servers, storage, and content delivery. The goal is not to compete head-on with hyperscalers on scale, but to provide an alternative that prioritizes customization, transparency, and partner alignment.

For MSPs and channel partners, that positioning creates opportunity. As Mandell noted, Leaseweb is actively investing in the channel, attending events like Channel Partners to better understand partner needs and refine its go-to-market approach. The company is focused on being vendor-agnostic and enabling partners to build solutions that fit their customers—rather than forcing them into rigid architectures.

The concept of “sovereign infrastructure” also resonates in today’s environment, where data control, compliance, and jurisdictional concerns are becoming more important. Enterprises are increasingly asking where their data resides, who has access to it, and how it is governed. Leaseweb’s model allows partners to address those concerns with greater precision.

At the same time, the conversation reflects a broader industry trend: the growing demand for alternatives to hyperscaler dominance. While public cloud remains critical, many organizations are rethinking a one-size-fits-all approach and looking for hybrid or specialized solutions that better align with performance, cost, and compliance requirements.

For the channel, this creates a clear path forward. Providers that can offer flexible infrastructure options—combined with strong vendor relationships—are well positioned to differentiate in a crowded market.

Leaseweb’s message is straightforward: be a partner, not just a platform. And in a market where MSPs are looking for both technical capability and business alignment, that approach may resonate more than ever.

By Doug Green

“Tax compliance isn’t just a regulatory issue—it’s becoming a critical part of how service providers scale globally.”

On the opening day of Channel Partners Conference & Expo in Las Vegas, I caught up with Spencer Lee of Telin to discuss an often-overlooked issue in unified communications: tax compliance.

Lee, my first guest of the show, framed the conversation around a growing challenge for service providers and channel partners operating across borders. As UCaaS, CCaaS, and CPaaS offerings expand globally, tax exposure—particularly indirect taxes tied to communications services—is becoming more complex and harder to ignore.

Telin positions itself as a channel-first provider, delivering the underlying infrastructure partners need to go to market. That includes SIP trunking, hosting, hardware, and integration support—essentially a bundled backend designed to simplify deployment for partners in the unified communications space.

But increasingly, that backend must also account for compliance.

As Lee explained, providers entering new markets often underestimate the tax implications tied to telecom services. These aren’t traditional corporate taxes—they’re jurisdiction-specific telecom taxes, regulatory fees, and compliance requirements that vary widely by country and even region.

For channel partners, this creates both risk and opportunity.

On one hand, failure to properly account for telecom taxes can lead to penalties, billing complications, and margin erosion. On the other, partners who align with infrastructure providers that manage these complexities can accelerate global expansion without taking on that burden directly.

Telin’s approach is to abstract much of that complexity away from the partner. By handling infrastructure, interconnection, and compliance considerations within its platform, the company enables partners to focus on customer relationships and service delivery.

The conversation highlights a broader trend emerging across the channel: as communications becomes more global and software-driven, operational details like tax compliance are moving from back-office concerns to strategic differentiators.

For partners attending Channel Partners this week, it’s a reminder that winning in UCaaS isn’t just about features—it’s about everything behind the scenes that makes those services viable at scale.

By Doug Green

“SMS is no longer just a one-way notification channel—it’s becoming a real-time conversational platform powered by AI.”

In a recent Technology Reseller News podcast, I spoke with Ritwek Swetank about a shift that many in the communications industry may be underestimating: the transformation of SMS from simple messaging into an intelligent, interactive engagement layer.

For years, SMS has been viewed as a utility—used for alerts, reminders, and basic notifications. As I framed it in the conversation, most people still think of texting as coordinating plans or sending quick updates. But that perception is rapidly becoming outdated.

Swetank argues that AI is fundamentally redefining what SMS can do. Instead of one-way communication, messaging is evolving into a dynamic, two-way conversational experience. This shift is being driven by advances in AI models that can interpret intent, respond contextually, and manage interactions in real time.

The implication is significant: SMS is moving closer to the role traditionally held by voice or live chat, but with far greater scalability and immediacy.

From a business perspective, this creates new opportunities. Enterprises can engage customers in real-time conversations—handling support inquiries, driving transactions, and delivering personalized experiences—all within a channel that already has near-universal reach and high engagement rates.

At the same time, this evolution introduces new challenges. As messaging becomes more conversational and AI-driven, expectations around responsiveness, accuracy, and trust increase. Poorly implemented AI can quickly degrade the customer experience, while well-executed solutions can create a competitive advantage.

For the channel, this is another example of how AI is reshaping traditional communications infrastructure. What was once a basic transport layer is now becoming an application platform—one where intelligence, automation, and data integration define value.

The takeaway is clear: SMS is no longer just messaging. It is emerging as a core component of the conversational AI stack, and those who recognize this shift early will be best positioned to capitalize on it.

By Doug Green

“The missing layer in stopping scam calls is verified identity—knowing with certainty who is behind the call.”

In a recent Telecom Reseller podcast, I spoke with Keith Buell, General Counsel and Head of Global Public Policy at Numeracle, about the Federal Communications Commission’s latest Notice of Proposed Rulemaking (NPRM) on caller ID and what it means for service providers.

At the center of the discussion is a growing consensus in Washington: authentication alone is not enough. While frameworks like STIR/SHAKEN have improved call authentication, they do not fully address the problem of identity—specifically, verifying the entity originating the call.

Numeracle has been focused on this issue since 2018, working at both the regulatory and industry levels to address the gap between authentication and identity. As Buell explained, the company’s mission is to ensure that legitimate calls reach consumers while protecting enterprises and service providers from reputational and regulatory risk associated with misidentified or spam-labeled calls.

The FCC’s NPRM reflects this shift in thinking. The proposal emphasizes stronger caller authentication, greater transparency, and more robust Know Your Customer (KYC) processes. The goal is to reduce illegal robocalls while preserving the ability for legitimate businesses to communicate effectively with customers. Central to this effort is the concept of traceable, verifiable caller identity.

Numeracle has been actively engaged in shaping this conversation. The company submitted formal comments supporting the FCC’s objectives, while advocating for end-to-end identity verification that can scale across the ecosystem. In addition, Numeracle has met with FCC leadership, including Chairman Carr, Commissioner Gomez, and staff from key bureaus such as the Wireline Competition Bureau and the Consumer & Governmental Affairs Bureau.

A key theme in those discussions is the need for practical, standards-based solutions that do not disrupt legitimate communications. As Buell noted, the challenge is to balance enforcement with enablement—ensuring bad actors are stopped without inadvertently blocking trusted enterprise traffic.

To address this, Numeracle recently introduced KYC as a Service (KYCaaS), a fully managed solution designed to help service providers implement standardized identity verification processes. The offering enables carriers to collect, validate, and maintain customer identity data in alignment with evolving FCC requirements, while also creating an auditable trail that supports compliance.

More importantly, KYCaaS is positioned as a proactive approach. Rather than reacting to regulatory enforcement after the fact, service providers can establish a framework for verified identity that reduces risk and improves call deliverability.

For service providers, the message is clear: the regulatory environment is shifting toward verified identity as a foundational requirement. Those who move early to implement scalable KYC processes will be better positioned to maintain compliance, protect their brands, and ensure their communications reach customers.

Learn more at: https://www.numeracle.com/kycaas

“The AI era has changed the speed and complexity of cyber risk,” says Andrew Gilman, Chief Marketing Officer and Head of Strategic Partnerships at NWN. “Organizations don’t just need more tools—they need outcomes.”

@Doug Green

In this Technology Reseller News podcast, I spoke with Andrew Gilman of NWN.ai about the company’s newly announced cybersecurity offering—an AI-enabled managed security operations suite designed to simplify and operationalize modern security environments.

The launch reflects a growing gap in the market. As Gilman explains, security platforms have advanced rapidly, but operations have not kept pace. Organizations are now overwhelmed by alerts, dashboards, and fragmented tools—especially across hybrid environments and distributed workforces. The result is a disconnect between visibility and action.

NWN’s answer is a fully managed, AI-enabled cybersecurity model built on its Experience Management Platform (EMP). The goal is to unify security operations into a single control plane, combining automation, observability, and human expertise to deliver measurable outcomes.

The offering includes a comprehensive set of services:

A key differentiator is how NWN integrates leading security platforms into a managed service model. Expanded partnerships with Cisco, Palo Alto Networks, and Arctic Wolf bring best-of-breed technologies into a unified operational framework—reducing tool sprawl while improving response times.

Gilman emphasized that AI is not just increasing threats—it’s also changing expectations. Security teams must now move faster, operate more efficiently, and deliver clearer outcomes to the business. That requires a shift from managing tools to managing results.

The EMP platform plays a central role here, acting as the operational backbone. It aggregates telemetry, automates workflows, and provides a standardized view of security operations—helping organizations move from reactive monitoring to proactive defense.

For IT leaders feeling overwhelmed, Gilman’s advice is clear: focus on simplification, integration, and accountability. The future of cybersecurity isn’t about adding more layers—it’s about making the entire system work together.

This launch positions NWN to help organizations modernize security operations at a time when both risk and complexity are accelerating.

Learn more at www.nwn.ai

Kaela Kucera, Director of Outbound Sales at Dynamic Lifecycle Innovations, joined Technology Reseller News Publisher Doug Green for an ITAD-focused discussion on sustainability, data security, and the growing importance of full lifecycle IT management.

Dynamic Lifecycle Innovations provides both IT asset disposition (ITAD) and electronics recycling services for B2B organizations, with facilities in Wisconsin, Virginia, and Tennessee. The company manages the complete lifecycle of retired IT assets—from intake and asset tracking to data wiping, testing, refurbishment, resale, or responsible recycling. A key focus is ensuring that electronics are kept out of landfills whenever possible while maintaining strict data security standards.

Kucera emphasized that extending the life of IT equipment is central to both sustainability and value creation.

“Our number one focus is really buying refurbished instead of new—finding ways to put equipment back into the market wherever possible,” she explained.

Through global downstream channels, Dynamic identifies secondary markets where older equipment still holds value, including international buyers and educational use cases. Devices that can be refurbished are repaired and resold, while non-resalable equipment is processed through an advanced in-house shredding and material recovery system that separates components for reuse in raw material supply chains.

Data security is tightly integrated into every step of the process. All devices are either fully sanitized using automated software or physically destroyed if wiping is not possible. With all services handled in-house, Dynamic ensures a secure chain of custody from receipt to final disposition, reducing risk and eliminating gaps that can occur with third-party handoffs.

Kucera also highlighted the company’s culture and mission-driven approach, noting that sustainability, customer trust, and internal values are closely connected. By combining ITAD, resale, and recycling under one umbrella, Dynamic enables organizations to responsibly manage retired IT assets while unlocking additional value and minimizing environmental impact. Their ultimate goal is giving electronics their next best life.

Learn more: https://thinkdynamic.com/

Greg LaBrie, Vice President of Technology Solutions at Worldcom Exchange Inc. (WEI), joined Technology Reseller News Publisher Doug Green to discuss how AI and next-generation connectivity—anchored by WEI Connect and Starlink—are reshaping enterprise networking.

WEI, a long-standing value-added reseller founded in 1989, has evolved into a provider of integrated IT and connectivity solutions. With WEI Connect, the company is bringing enterprise-grade structure, visibility, and support to emerging technologies like Starlink, transforming them into fully managed, business-ready services.

LaBrie described AI in telecom as the foundation for self-healing, autonomous networks driven by telemetry and real-time decision-making.

“For us, AI means having networks that are self-healing and autonomous—collecting data, making decisions, and keeping users connected without them even knowing it’s happening,” he said.

Starlink plays a central role in this vision, using AI to dynamically select satellites and ground connections to maintain performance. WEI enhances this capability by aggregating data through APIs, applying predictive analytics, and integrating SD-WAN intelligence to determine the best available connection—whether satellite, fiber, or 5G—on a per-application basis.

The result is an outcome-based network where connectivity is seamless and resilient. Users experience uninterrupted service—even during live sessions—as traffic is automatically routed across the optimal path. This approach not only improves uptime but also enables new use cases, including real-time telemetry collection in remote or hard-to-reach environments.

Looking ahead, WEI sees continued advances in AI-driven automation, with increasing amounts of data enabling more predictive and autonomous network management. As enterprise reliance on connectivity grows, LaBrie emphasized that organizations will benefit from fewer outages, improved performance, and simplified support through partners that unify multiple technologies into a single, managed experience.

Learn more: https://www.wei.com/

Steven Hess, Co-Founder of Deep Fathom, joined Technology Reseller News Publisher Doug Green to discuss the launch of Deep Fathom’s CMMC Compliance Readiness Suite, an AI-driven platform designed to simplify cybersecurity compliance for defense contractors and their service providers.

Deep Fathom’s mission is to make complex compliance frameworks accessible through automation and AI. The new platform guides organizations through the entire CMMC journey—from initial assessment to audit readiness and ongoing compliance—while embedding the required expertise directly into the system.

“If you can provide good quality service, that’s what our platform is designed to do—we’ve encoded that expertise into our AI stack,” Hess said.

The opportunity for MSPs and channel partners is substantial. CMMC impacts more than 250,000 defense suppliers and represents a multi-billion-dollar annual market. While the mandate originates with the U.S. Department of Defense, it is enforced across private-sector businesses—meaning many MSPs already serve affected customers without realizing it.

Deep Fathom’s partner-first approach allows service providers to deliver compliance services without building in-house expertise. The platform combines a SaaS-based compliance engine with a secure data integration component, enabling partners to quickly onboard customers, manage documentation, and maintain certification over time.

Looking ahead, Hess emphasized that CMMC is just the beginning. The framework is rapidly becoming a model for broader federal, state, and industry compliance initiatives, positioning early adopters to expand into additional regulated markets.

Learn more: https://www.deepfathom.ai/