Four companies have come together to make selling and implementing unified communications easier for agents and dealers. Gearmaker Cisco Systems Inc., global service provider MASERGY Communications Inc., Cisco VAR Global Technology Resources Inc. (GTRI) and master agency X4 Communications Inc., have joined forces to create the UC Power PAK, a bundled solution including gear, connectivity, installation, maintenance and managed services for one monthly recurring charge, and coordinated through one channel program.
The idea originated with Rob Shelby, director — global partner program for MASERGY, and his Cisco service provider channel manager Barry Adams, who were discussing gaps in the market for unified communications — namely in the 100 to 500 seat market. Shelby explained that the larger VARs don’t have the feet on the street to call on those companies and the small partners often don’t have the certifications to sell Cisco Unified Communications Manager, the nationwide field force for implementation, or access to a national service provider for a hosted product serving that target.
Together, the foursome conceived of a way to enable smaller dealers to sell Cisco’s UC solution into this market without requiring the upfront investments in training, certification and field force. To realize this goal, they recruited GTRI, a Cisco Gold Partner, a Cisco Managed Services Partner and a Cisco UC Master Partner, to handle the installation, maintenance and managed services component. GTRI also takes care of the billing for the bundle on behalf of all the partners.
Lu Unger, director of managed services for GTRI, said her company is accustomed to assembling a best-of-breed solution for customers, but this is the first time it’s delivering a bundled offer, and the first time its leveraging its expertise through an indirect sales channel that will complement its direct sales team of more than 50.
While GTRI will manage the customer relationships; X4 was brought in to manage the channel partner relationships, including onboarding agents, sales training and commission payments.
MASERGY provides the MPLS backbone complete with SLAs and works with Smoothstone IP Communications to deliver SIP trunking and local phone numbers.
Cisco is supplying the gear, and its service provider channel organization is supporting the program with market development funding, which will be used to recruit partners and generate leads.