40 Site Restaurant Case Study Closed by a CarrierSales Partner for Fusion

Fusion's Stacy Conrad shares how a CarrierSales partner closed a 40-site multi-location restaurant chain that plans to expand to over 1,000 locations in the next 5 years. Their solution utilized a couple cordless handsets at each location using minimal bandwidth - usually a coax cable circuit. A key selling point for Fusion was the dedicated project management needed for a clean & seamless cut over. The CarrierSales/Fusion partner was so impressed with the aftersale support that they've placed two more similar opportunities with Fusion.


How CTG3's CarrierFinder Takes the Pain Out of Finding Internet Anywhere

Take a look at this video to learn about how CarrierFinder can help you search for fiber based Internet services and more. Sign up for a free trial account at www.carrierfinder.net


Why Channel Partners put CenturyLink Orders Through CarrierSales

CarrierSales' Richard Murray with CenturyLink's David Dyas explains why top channel partners like Bret Hickenlooper of Sumo Communications place their CenturyLink orders through CarrierSales.


SpectroTel's "IoA" (Internet over Anything) & 24/7 NOC Delivers SD-WAN Customers Actually Want

SpectroTel's Jay (POTSie) Morris explains how SpectroTel is a new kind of reseller that delivers what the legacy carriers and cable companies can't or won't - resale and integration of any circuit on a single invoice with full, single point-or-contact 24/7 NOC management and managed firewall & switch. 

This video was captured at a TCG event. Channel Partner News is trying to get Jay to redo the video with us to include the slides.


Why Agents Choose TCG Telecom Consulting Group

TCG's Dan Pirigi shares why sales agents and channel partners choose TCG over other master agents at their November 2016 Hard Rock Cafe "Channel Source" event.


Why Agents Choose Microcorp over Other Master Agents

Highlight reel from MicroCorp's 13th-annual One on One event in Atlanta, Ga. For more information about MicroCorp's Cloud, UC and additional offerings, visit http://www.microcorp.com  

Speakers include Scott Smith of Doctor Telco, Chris Shubert of Windstream, Chris Richter of Level3Peter Radizeski of Rad-Info


Intelisys & CenturyLink on International Solutions

Intelisys' Andrew Pryfogle with Matt Leonard of CenturyLink at Intelisys' Global London Mindshare. A good primer to prepare for the CenturyLink Ascend 2017 event in San Diego February 23rd.


Telarus Weekly News Video 1/19/17

Telarus' Adam Edwards and Roger Blohm give shout outs to Verizon 5G testing, Intel 5G testing, gig over wireless speeds, ShoreTel advisory council meeting & the ShoreTel Summit platform, and MicroAge a Phoenix Telarus partner that had a huge December sale. 


Merry Christmas & Happy Holidays!

Wishing you and yours a blessed & safe holiday season.

Please enjoy our Christmas video greeting to our association family!

 


Association Publishes 33 New End-User Telecom Websites & Awards to Promote Members

5-star-award-2b.png

ICTa today announced they've published 33 new telecom voice and data news websites that targeting business end-users.

The news websites listed below are specifically designed to introduce business end-users to the top partners and vendors that specialize in particular cloud, connectivity and phone disciplines.

Association members with strong recommendations in each discipline category can apply to qualify for a 2017 "5 Star" or "Editor's Choice" award for each of the news websites.

In addition, each news website refers business end-users to the association's "Recommended Solution Providers Directory" also known as the "ICT List" which association members are also eligible to get listed on.

If you are interested in qualifying for these awards or getting listed on our ICT List, please click here for more information about our 2017 awards and then contact Dan@ICTa.us.  

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Following are the new telecom related news websites:

CableCo.news  -

Cabling.news -

CloudAgency.news -

CloudBroker.news -

CloudBuyer.news -

CloudOffice.news -

CloudPartner.news -

Colocation.news -

CloudReseller.news -

ContactCenter.news -

DAAS.news -

Ethernet.news -

Fax.news -

Hosted.news -

HostedPBX.news -  

HostedVoIP.news -

IAAS.news -

IPPBX.news -

IPphone.news -

ManagedIT.news -

MPLS.news -

O365.news -

OfficePhone.news -

PCI.news -

PhoneSystem.news -

Prepaid.news -  

SIPtrunk.news -  

Telco.news -

UCAAS.news -

WAN.news -  

WebSecurity.news -


How Agents, Vendors & Staff Can Win a 2016/2017 TA Award

It's December so it's time to complete our 2016 Partners Choice and Customers Choice Awards as well as deliver our 2017 Recommended Partner & Recommended Vendor Awards.

This is the 10th year we've done our awards and we try to improve them each year. This year we have expanded our agent partner awards as well as added an award for support staff such as agent managers, sales engineers, project managers, etc.

To win an award you must first be nominated and then get people to vote for you. It may seem cumbersome but it's really very easy.

To get started nominating yourself or someone else, click on the Awards link for all the instructions you need as well as a video tutorial. 

Then click on the Nominate link to create your nomination so you can distribute the link to people who will vote for you.

Nominations are open until 1/15/17. Voting is open until 1/31/17. All awards will be announced 2/1/17.

Good luck and let us know what questions you have?


Windstream and EarthLink to Merge

merger.jpgLittle Rock and Atlanta – Windstream Holdings, Inc. and EarthLink Holdings Corp. today announced that their boards of directors have unanimously approved a definitive merger agreement under which Windstream and EarthLink will merge in an all-stock transaction valued at approximately $1.1 billion, including debt.

Under the terms of the agreement, EarthLink shareholders will receive 0.818 shares of Windstream common stock for each EarthLink share owned. This ratio represents a 13 percent premium to the average exchange ratio of 0.721x over the month ended Nov. 3, 2016, the most recent unaffected trading day. Windstream expects to issue approximately 93 million shares of stock valued at approximately $673 million, based on the company's closing stock price on Nov. 4, 2016. Upon closing of the transaction, Windstream shareholders will own approximately 51 percent and EarthLink shareholders will own approximately 49 percent of the combined company.

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Birch Lures New VP from MeTel

j-obrien.jpgAtlanta, Ga. Birch Communications, Inc., (“Birch”) a leading provider of communications, network and cloud services to small, mid-sized, enterprise and wholesale businesses across North America, announced the appointment of Joseph Haines as its new Vice President of Advanced Services and Support, effective immediately. In this role, Haines assumes responsibility for Field Operations, the Network Operations Center, and Advanced Services Activation and Support groups at the company. Haines will report directly to Jim O’Brien, EVP and Chief Operating Officer at Birch.

O’Brien said, “Joe has a proven track record in leading Tier 2 & Tier 3 operations centers and field technicians with the highest degree of focus on the customer. I am excited about the future of our newly expanded Advanced Services group and to have Joe leading this team. In addition to the TotalCloud® PBX product roll-out we announced this week, we look forward to releasing additional cloud solutions in the coming months, and Joe’s experience will play a critical role to meet and exceed our customers’ expectations."

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MicroCorp Adds Service Providers

phil-keenan.jpgMarietta, GA – MicroCorp, a distributor of commercial data, voice, UC and data center services, is expanding its cloud service portfolio with the addition of Bigleaf Networks, Effortless and Unitas Global. The addition of these service providers supports MicroCorp’s focus in helping its more than 2000 selling partners to position cloud within their growing base of enterprise accounts. 

“Our partners routinely bring to us complex bids that require the expertise of multiple providers if we’re to deliver a complete solution,” commented Phil Keenan, MicroCorp President. “Our role as a master agency is to assist our partners in expanding every sales opportunity to ensure the solution is customized and complete. This requires the resources and savvy of both national and niche providers." 

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CenturyLink Buys Level3

CenturyLink.jpgMONROE, La - CenturyLink and Level 3 Communications, Inc.  today announced that their Boards of Directors have unanimously approved a definitive merger agreement under which CenturyLink will acquire Level 3 in a cash and stock transaction valued at approximately $34 billion, including the assumption of debt. Under terms of the agreement, Level 3 shareholders will receive $26.50 per share in cash and a fixed exchange ratio of 1.4286 shares of CenturyLink stock for each Level 3 share they own, which implies a purchase price of $66.50 per Level 3 share (based on a CenturyLink $28.00 per share reference price) and a premium of approximately 42 percent based on Level 3's unaffected closing share price of $46.92 on October 26, 2016, the last trading day prior to market speculation about a potential transaction. Upon the closing of the transaction, CenturyLink shareholders will own approximately 51 percent and Level 3 shareholders will own approximately 49 percent of the combined company.

The combined company will have the ability to offer CenturyLink's larger enterprise customer base the benefits of Level 3's global footprint with a combined presence in more than 60 countries. In addition, the combined company will be positioned to further invest in the reach and speeds of its broadband infrastructure for small businesses and consumers.

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Masergy Sold to Berkshire Partners

chris_macfarland.jpgBoston, Mass. - Berkshire Partners LLC, a Boston-based investment firm, has entered into a definitive agreement to acquire a majority interest in Masergy Communications, Inc. ("Masergy"). Masergy is a leading global service provider offering innovative hybrid networking, managed security and cloud communications solutions to medium and large enterprise customers.

Headquartered in Plano, Texas, Masergy is the largest independent managed services provider in the world, serving enterprise clients in over 75 countries. The company's unique and differentiated Software Defined Platform delivers global solutions with unmatched flexibility and performance. By combining this technology with an utmost focus on customer support and service delivery, Masergy consistently delivers the industry’s best client experience as evidenced by its 2016 Net Promoter Score of 70.

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Notes from "2nd Largest" Agency Sandler Partners' 1st Partner Summit

Southern California based master agency/distributor Sandler Partners (who recently acquired Chicago based master agency X4 Solutions & claimed "2nd largest" services distributor status behind Intelisys/ScanSource) hosted their first "Partner Summit" in Redondo Beach, California October 6th.

Sandler is known for being a reasonably well rated master agency but alot of agents & MSPs don't know about Sandler because owner Alan Sandler is notoriously thrifty when it comes to spending marketing dollars. After their recent X4 acquisition though it appears that Alan's staff have finally convinced Alan to open the marketing checkbook.

I signed up as a Sandler subagent a couple years back in order to experiment with hosted provider RingCentral so I got an invitation to the event. Following are my notes.

INITIAL IMPRESSIONS

The event started at 8am in a large meeting room with good lighting, audio and a hot breakfast you can eat while listening to two hours of basic product training where the product training is done by Sandler staff instead of vendor employees.

The best master agencies have experienced in-house product sales engineers who train their sub-agents as opposed to having the training done by carrier vendor employees. This is important because master agencies that have in-house trainers can better sort through service vendors and pick the best ones to represent.

Sandler Sales Director Jess Bryar Sharing Cloud Computing Training 

Other initial impression positives include: paid parking, hot breakfast & coffee, printed guide (not just an app), free & good WiFi, in-house trainers, tables for laptops (not just seats), good PA systems (so you can hear the speakers). The only bad - no electric at the table to keep laptop & phones charged.

 

101 TRAINING PROVIDED

Cloud UC/Hosted Voice Phone Systems (Curt Allen & Caleb Tucker);

SD-WAN (Eric Beller & Tim Tucker);

Cloud Computing Office 365, Backup as a Service, Disaster Recovery as a Service (Jess Bryar & Todd Peterson)  What is your 2017 cloud strategy (AWS or Azure)? What are you doing for backups? Cloud email/Office 365 strategy? Do you have hardware or software refreshes planned?

 

KEYNOTE #1

Ride the Big Waves Rauline Ochs/IPED - The Channel Company

 

VENDOR PANELS

Cloud UC/Hosted Voice: Choosing the Best Provider for Your Customer (Moderator - Curt Allen, Sandler/XO; Panelists - Jim Murphy/Broadvoice; Marek Wasilewski/Mitel; Gregg Rowe/Vonage)

Cloud Connectivity: Key to Cloud Success (Moderator - Todd Peterson, Sandler/X4; Panelists - John Muscarella/Cox Business; Craig Schlagbaum/Comcast; Tom McCrosson/Solex; John Cunnels/XO Communications)

SD-WAN: A New Approach to Agile Networks (Moderator - Eric Beller, Sandler/X4; Panelists - David Zahn/TelePacific; William Madison/Masergy; Darren French/ZeroOutages; Mike Frane/EarthLink)

Cloud Computing: Jumpstart Your As-a-Service Sales Engine (Moderator - Jess Bryar, Sandler/X4; Panalists - Jim Dietler/NaviSite; Steve Sigmon/Birch)

 

KEYNOTE #2

To the Edge and Back Greg Long/Surfrider Foundation


Julie Dzubay Joins WTG as VP of Sales Operations

jd.jpgMalibu, Calif. -- WTG, a Connectivity Services Distributor and one of the top Master Agents in the U.S., announced today, that Julie Dzubay joins WTG as Vice President of Sales Operations. Dzubay is responsible foroverseeing the company's sales organization. She brings 27+ years of successful sales leadership and experience within the industry. She reports directly to CEO, Vince Bradley.

Bradley stated, "I am extremely excited to have someone with Julie’s sales operations experience managing the sales team. Her extensive knowledge and her solid history of successful project and program development made her the perfect candidate for this position.

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Intelisys Wins Inaugural Channel Partner Program Summit Award

L3-Summit-1.jpgBROOMFIELD, Colo., - At an awards luncheon, Level 3 Communications, Inc. (NYSE: LVLT), recognized Intelisys, a technology services distributor and master agent, with its inaugural Channel Partner Program Summit Award. Intelisys received the honor for reaching a significant revenue milestone as an Elite member of Level 3’s Channel Partner Program.

“Intelisys has built a solid reputation with its sales partners by providing outstanding value-add services and carrier solutions to solve customer challenges,” said Garrett Gee, indirect channel chief, Level 3. “We are proud to recognize their accomplishment with our first-ever Summit Award and appreciate the long-term relationship with Level 3.”

In its ten year history working with Level 3, Intelisys has optimized the independent sales channel experience to raise the standards for how business telecommunications services and cloud services are bought and sold for the greater benefit of end-user customers.

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Masergy Receives 2016 Channel Program Award

chuck_ward.jpgDALLAS - Masergy Communications Inc. today announced that its Global Partner Program has received a 2016 Internet Telephony Channel Excellence Award. The award honors the company for its channel ecosystem, which helps partners deliver the highest level of service to customers for hybrid networking, managed security and cloud communications solutions. 

Channel partners are an important part of tech companies' go-to-market strategies, but not all channel programs are created equal. Masergy has been recognized for going the extra mile when it comes to supporting the channel with tools, information, education and remuneration.

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Intelisys Sold To ScanSource

mike_baur.jpgGreenville, SC -  ScanSource, Inc. (NASDAQ: SCSC), a leading global provider of technology products and solutions, today announced a definitive agreement to acquire Intelisys Communications, Inc., the industry-leading technology services distributor of business telecommunications and cloud services. With 2015 gross commissions of $120 million, Intelisys distributes services for the world’s leading telecom carriers, cable companies, cloud services providers and technology partners through the channel’s top producing sales partners.

ScanSource broadens its capabilities by entering the telecom and cloud services market with the acquisition of Intelisys. In the United States, small and medium-sized businesses spend an estimated $150 billion on telecom services. Approximately 10% of this market is currently served by the indirect channel, creating a large and growing addressable channel market for Intelisys and its sales partners. In addition, the market dynamics favor Intelisys’ two-tier services-based business model with an expected growth of business opportunities for the indirect channel.

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NewCloud Adds Channel Manager

Natasha_Podgorski.jpgEnglewood, Colo. - NewCloud Networks is pleased to announce the newest addition to our team, Natasha Podgorski, Nationwide Channel Manager. Natasha has over 4 years of experience in the channel and continues to prove herself to be a consistent factor within the partner community. An alumna of University of Colorado Boulder, Natasha credits her achievements in channel management to understanding the importance of fostering mutually beneficial partnerships.

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A Great Business Telemarketing Pitch with Just One Fatal Flaw...

I was recently forwarded a semi-effective business telemarketing voicemail message left for a business customer from a TelePacific sales person which you can listen to by clicking on the icon at the bottom of this blog post.

For those of you unfamiliar with TelePacific, they're a California business phone company (or CLEC - competitive local exchange carrier) that also does a bit of business in Nevada & Texas. TelePacific is mostly known for fairly aggressive pricing and outbound sales. Which brings us to the point of this blog post.

The transcript of the telemarketing voicemail message is as follows:

"My name is Saundra with TelePacific Communications. And I'm just calling about your account with TW Telecom. And just wanted to touch base with you before your account renews to give you a couple more options. We've recently upgraded the infrastructure in your area allowing us to give you faster internet for a lower price. So give me a call at 949-465-2352. Again, this is Saundra from TelePacific Communications and my number is 949-465-2352."

 

First: THE GOOD

A) She says who she is & why she's calling.

B) She suggests an understanding of the call recipient's account - they have a TW Telecom contract coming up for renewal.

C) She's offering "options" - faster internet at a lower price due to recent "infrastructure upgrades"

 

Second: THE BAD

 

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Telarus Adds New Vendor

IPitimi-partnership2.pngSandy, Ut. - Telarus Inc., master agent and owner of VXSuite and national distributor of voice, data and cloud infrastructure services, today announced that it has entered into a partnership with IPitimi, Inc., a global provider of managed services and hosted unified communications.  

With a focus on tailor-made solutions, including unified communications, call center, and business intelligence solutions, IPitimi brings a unique approach to the channel by catering to an eclectic range of customer requirements by providing custom integrations and applications development. The newly formed partnership with Telarus allows IPitimi to strengthen and expand their reach within the channel, providing a robust catalog of services.

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MetTel's Suite Deal For Telarus Agents


Andoni-Economou2.jpgNew York
- MetTel, a leading communications solutions provider for enterprise businesses, today announced a strategic partnership with Telarus Inc., master agent and owner of VXSuite and national distributor of voice, data and cloud infrastructure services. The partnership provides the Telarus network of partner agents access to MetTel's premiere suite of services, offering scalable and cost-effective platforms for enterprises with complex communications requirements.

Organizations that select MetTel services through the Telarus portfolio will now to be able to easily deploy and manage technology-driven voice, data, wireless and cloud solutions, while taking advantage of tier-1 and regional network providers for streamlined services.

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