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April 2019

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VTech Communications, Now SNOM America

April 22, 2019

An interview with Brian Tompkins (left), VP of Sales and Matt Hickey (right), Dir of Sales Cloud Services Providers/Strategic Alliances pictured sequentially.



VTech Communications is now Snom America to the carrier community. A well-regarded brand, VTech found it better to go to market with this moniker, as carriers are more familiar with it as a carrier brand. VTech is very well-known in the toy and consumer space but this didn’t always translate into the street cred needed to get a CSP to work with you.

RingCentral, PCM Partner to Expand Cloud Communications Adoption

April 22, 2019

Cloud communications in the enterprise have brought innovation and helped to lower costs across the board. These technologies are also connecting businesses on a global level and helping them to drive the team collaboration needed to succeed.

To help larger businesses in the U.K. and the U.S.

Viasat's Impressive Broadband Solution

April 22, 2019


Viasat was founded in the CEO’s garage in eighties and the three founders are still with us. One, Mark Dankberg, is CEO,” said Cody Catalena (above), VP & GM of Global Business Solutions Business in an exclusive, live, in-person interview.

The company started making and selling hardware components to the military and government and thought satellite could be better. It’s a company of 75% engineers so what would you expect?

Aryaka's Global Strength a Plus when Adding SD-WAN to Digital Transformation

April 22, 2019

Aryaka Networks is focused on change and growth and growing healthily, organically. Their goal is to ensure more predictable, market-leading sustainable growth. They have over 800 global customers and a 100% managed services solution.

“Many competitors are regional.

MACH Networks Managed Wireless Solutions Now Channel Friendly

April 22, 2019

Mach Networks provides fully managed wireless WAN connectivity solutions for SMBs and large enterprises.

Their mission is to make it easy and profitable for agents, resellers and service providers to add wireless solutions to their portfolio.

“We don’t do anything else – we are really good at one thing and that’s all we do. We don’t sell cell phones and aren’t integrators,” exclaimed Don Ochoa, CEO in an exclusive, live, in-person interview.

Post-Bankruptcy Windstream to Focus on SD-WAN, UCaaS and Call Center

April 22, 2019

In a recent meeting with Windstream Networks we learned the company is about 60 days into bankruptcy, past their second day petition and new agreements now have the backing of the bankruptcy court.

They received a billion dollars in DIP funding from CIT global which makes them more liquid than before the bankruptcy.

You may recall the bankruptcy was triggered by a lost ruling to the Aurelius hedge fund in what is being described as a managed default.

As part of the restructure, they are changing their channel partner program with common agreements as opposed to numerous versions they have inherited via over a dozen acquisitions over the years.

SD-Internet More Popular than SD-WAN at Adaptiv Networks

April 22, 2019

“We are a software-defined WAN vendor differentiated by how lean we are,” said Bernard Breton CEO, Adaptiv Networks in an exclusive, live, in-person interview. “We are North American based, featuring agile cloud connectivity.”

It the recent SD-WAN Expo in Fort Lauderdale, FL, Adaptiv company changed it’s name from TELoIP.

Cyxtera Wants to be Your Secure Data Center Company

April 22, 2019

Who is this data center company named Cyxtera expanding in five markets while putting out reports on cybersecurity?

Generally, a data center company doesn’t get involved in cyber – these are different areas.

We were intrigued, so we sat down for an exclusive, live, in-person interview with Tina Gravel, SVP Global Channels.



She said, “We were formed from 57 data centers from CenturyLink and four software companies with the goal of building the world’s most-secure infrastructure company.”

HIPAA Compliance, APIs Continue to Fuel Phone.com Growth

April 22, 2019

“We recently announced more than 30 thousand small businesses across the U.S. and Canada and there are two major factors helping our company grow,” said Brent Barbara, SVP, Business Development, Phone.com in an exclusive, live, in-person interview. “APIs and HIPAA compliance have helped us achieve 900 to one-thousand business associate agreements in the past year.”



“Most other companies charge or have stipulation on the # of users for HIPAA compliance,” he exclaimed.

Avant Adds Resources to Support Trusted Advisors

April 22, 2019



“At its core, Avant is a sales enablement organization. Our business functions as a master agent but consider our self a sales enablement organization,” said Jen Gallego, EVP of Channel Sales, AVANT Communications in an exclusive, live, in-person interview. “We bring support, experienced resources, market intelligence coupled with tools that don’t exist on the market today called the BattleApp.”

AT&T Expands Channel Commitment with SD-WAN, Fiber, FirstNet

April 22, 2019

As a part of its commitment to the indirect channel, AT&T is announcing new leadership for AT&T Partner Solutions. Stacey Marx will Lead AT&T Partner Solutions Indirect Channel Programs and Zee Hussain will Take a sales leadership position within AT&T Business.

“We’ve had multiple programs for partners at AT&T. We’ve brought them together under AT&T Partner Solutions,” said Kevin Leonard (pictured), VP of AT&T Alliance Channel in an exclusive, live, in-person interview. “Indirect distribution needs to be part of any company, even AT&T.”





Wasabi Technologies Aims to be the Utility for Your Storage Needs

April 21, 2019

Wasabi Technologies is a next-generation cloud storage company disrupting the market. We have a high-performance offering at a disruptively low price.” Said CEO David Friend (pictured). If his name sounds familiar it’s because David founded Carbonite with Jeff Flowers.

“We had an idea for a new storage architecture faster and cheaper than anything on the planet,” he exclaimed in an exclusive, live, in-person interview.



Bandura Cyber Adds Needed Enterprise Cybersecurity Layer

April 15, 2019



“Bandura was founded in conjunction with the US Army in 2013 to solve a critical problem the Army identified – the firewall was insufficient to handle and block the millions of threats that exist and to also help automate threat intelligence,” said Ian Dix, Chief Revenue Officer at Bandura Cyber in an exclusive interview.

Threat intelligence (TI) is a passive activity today and their TI gateway is based on 50 patents and allows TI to be combined with actionability. The company has hundreds of customers and revenue in seven figures Ian told us.

Teridion Enters the Enterprise Space with SD-WAN Competitor

April 15, 2019

Secure high-performance private WAN for enterprises

Teridion has been around 5 years – we have been selling a solution for SaaS providers to help them improve the performance of their solutions for end-users. Companies like Box, Egnyte, Atlassian, Salesforce, Donnelley Financial Solutions and Merrill Corporation use us for high-speed and low-latency file transfer,” said Pej Roshan, VP Products Teridion in an exclusive interview which included Kevin Moynahan, Dir, Channel Sales.



Ooma White Label Allows For Higher Value and Higher Margin

April 15, 2019

“About three years ago we started to create a channel for VARs going after SMBs or the micro SMB marketplace,” Said Rob Ferrer (pictured below), VP/ CRO, Ooma. “Thanks to the acquisition of Voxster, we have strong bespoke capabilities – giving us a reliable and redundant global communications infrastructure – more like CPaaS.”



He explained OOMA Enterprise also has a great white-label offering, allowing partners to be successful.

PCM Touts UCaaS and Collaboration Channel Offerings

April 15, 2019



The channel is a bit a new to PCM but according to Paul Harrold, VP of Collaboration they put emphasis on it since they started their collaboration practice which was covered in a recent post.

“We think it is important to align with the channel, understand their offerings, their salesforce and then understand the brokering of the relationship between PCM account managers and channel,” he explained.”

He told us they’ve added channel experts to their marketing team to support their sales force and provide channel resources and engagement.



The super-dynamic Paul Harrold (pictured left, Your's Truly on the right) 

We asked Paul why the channel chooses his solution over others and he said, “The depth and breadth of our overall offerings are why the channel chooses us – from video and collaboration endpoints which tie into channel partner offerings.” He continued, “We have 1,200 tech resources to support the channel and internal account managers.”

Highfive and Okta Bring Free VideoConferencing Services to the Enterprise

April 2, 2019



Last week we explained how Highfive is looking to make videoconferencing ubiquitous and this week, they reaffirmed this commitment by partnering with Okta to bring desktop and web video conferencing services to the enterprise. 

Highfive is giving companies what they aspire the future of video conferencing to be: easy to purchase, easy to use, and easy to maintain. They are partnering with Okta, a marketplace leader for integrations, to strengthen their value proposition in the marketplace.

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