Page 11 - Telecom Reseller March April 2019

SIMPLE & EFFECTIVE
Collaboration: Connecting customers to
partners will be very easy with simple tools
Vendor Evaluation: ‘How’ Matters
for finding the right partner. Collaboration
Telecom Reseller 11 SJust As Much As What Is Delivered
March/April 2019
communication bots. earch for famous sayings about laws COLWELL controls. Each of these traits is a leading indicator Gradwell Communications Appointed
within the community will also be kept
simple, through the use of social technologies
integrated with some of Vonage’s own
First 3CX Solutions Provider
“tPoint Solutions help optimize and connect and sausage and you’ll find variants of of results. Consider that mature processes yield the customer interactions for businesses this quote attributed to American poet predictable results. Highly automated processes
add solutions and services. Gradwell’s channel
VoIP, Gradwell was one of the first business
communication solutions providers in the
ABOUT VONAGE
community will now have the opportunity to
Vonage (NYSE:VG) is redefining business
A- Os k c t t o h b e e T r e 2 l e 0 c 1 o 8 m P r o
UK to launch a SIP trunk service. Continually
a huge opportunity to drive new business
take full advantage of increasing demand for
Bureau. FEMA administers the Integrated
A
duplicate records, detail records, and
communications. True to our roots as a
: Carriers may charge administrative
3CX’s IP PBX, plus the telephony solutions
much-improved value proposition for both.
enhancing its product offerings and investing
and increased revenue. The agreement with
technology disruptor, we’ve embraced
Public Alert and Warning System (IPAWS),
fees for several things including
and services that wrap around it.
As well as 3CX’s licences channel partners
cont:roWllhero(SisBrCe)sipnostnalslaibtiloenf,oCrRWMirienltegsrsation
to deliver on its technology roadmap,
3CX does just that. Our complete solution eliminates all the complexity around the
technology to transform how companies
which is a public safety system connected
“Gradwell is a visionary in the UK business
business and
with participating wireless carriers.
different media types. Charges vary by
communicate to create better business
market-leading telephony solutions to its
deployment of a VoIP solution, not just for
communications market, having been one
Organizations such as county, city, state
carrier and situation.
outcomes. Our unique cloud communications
reseller community.
our resellers but for their customers. Happy
of the first to launch a SIP trunk service.
and federal public safety agencies can
A best practice is to understand each
platform brings together a robust unified
“Having established ourselves as one of the regifisrtsetr3tCoXbSeIPancearlteifirteidntgruanukthpororivtiydeinrs, this IPAWvaSlu,ea-naddthagisreaelmloewnsttahkemsotuorbrerloataidoncsahsitp WEAwimthe3sCsXagtoesthtehnroexutglhevpeal,”rtsiacidipGatriandgwell. “It wirewleilsl salcsoarprrioevrisdteoauvseeryr datetrvaicteivse proposition
customers, mean happy resellers and happy carriererse’lrleartsemcearndrfeopreatdbmusiiniesstsrfaotriv3eCX and chargGersadpwrieollr,”tsoaiednWteardin.gintoabusiness agreemFeonr tfualnl dentaeilgs otnianted ctousitgonmup for termsGrfoadrwaedllm3CinXistrraintivneg cevheanrtgs,evsis.iItfwthwew.
It’s an honour to be able to team up with an commeustnaibclaisthioednsansdolluetaidoingwpitrohvtihderaignilditeylivering ofemabecodmdepdle,tceosnoltuetxiotnuafolcrothmemonu-npirceamtiiosensand APIs tchloroudugmhaNrkeext.mCou,sTtohmeeVros nanagdepAarPtnI ers will Platfohramve. Tpheaiscepofwmeirnfudltchoamt tbheinyaatrieobnueyninagblaes
andEhmanedrsgeetsn. ThcyeAGlerardtsw(eWll tEeAam) ianlstohheas UenxitendsiSvteaetxepse?rtise with 3CX’s Call Flow ADesigner so can implement all necessary call
for existing 3CX resellers as they choose the
gradwell.com/3cx-distribution/
solution fully supported and guaranteed
supporting WEA.
business relationship is established
businesses to collaborate more productively
routing requirements.
Qdistributor that will deliver the most business benefits for their customers.”
Gradwell’s existing and prospective partners
end-to-end,” said Nick Galea, CEO, 3CX, the
: Wireless Emergency Alerts (WEA) are
without negotiated terms, engage your
and engage their customers more effectively
“A key USP for 3CX is that as a value-
wishing to know more about reselling 3CX’s IP
innovative leader in the software IP PBX
governed by the Federal Emergency
: My carrier charges to provide
account management team and seek a
across messaging, chat, social media, video
add solutions provider, Gradwell is the
The importance of channel partners
PBX should also visit: www.gradwell.com/3cx-
marketplace.
Management Agency (FEMA) within the
call detail records. Is this standard
waiver or reduced ‘good customer’ rate
and voice. [1] IDC, Worldwide Voice and
only provider to have developed solutions,
now being able to go directly to Gradwell
distribution/ n
on an as-needed basis.
“Delivering successful VoIP solutions is
Public Safety and Homeland Security
practice?
Text Messaging Communications Platform-
specifically designed for the channel, which complement the features and functionality of the 3CX IP PBX. For example, with a Gradwell
for technical support should not be underestimated, nor should Gradwell’s commitment to provide extensive training for
about so much more than providing the
as-a-Service Forecast, 2018–2022, IDC
required number of IP PBX licences and that’s
l More at https://www.gradwell.com/ and www.3cx.com.
#US43805418, May 2018 n
where Gradwell’s value-add services come
w
o
Gradwell offers secure, reliable and robust
John Godfrey Saxe: “Laws, like sausages, by Timothy C. Colwell, SVP reduce human-induced error, and thorough
that include some of the largest logistics
companies in EMEA. Nexmo APIs have enabled cease to inspire respect in proportion as we know Efficiency First® Adoption – process controls mitigate unnecessary business risk.
us to build Voice Bots into our offerings that how they are made.” The humor of the quip is AOTMP (www.aotmp.com) So, understanding how results are delivered enables are increasing customer satisfaction and elevated the more I think about it. I love a great customers to evaluate factors that drive optimal
improving efficiencies for our customers,” sausage, but don’t really don’t care to understand its
results. Some managed services vendors go so far
results and identify risk factors that hinder results.
Solutions Provider approach provides channel
into play,” explained Gradwell’s founder and
solution, the end user is able to push call
resellers, and importantly, on-site training for
said Andy Griffin, Founder and CEO, tPoint
pre-grill genesis story.
as to say their processes are proprietary, to shield
When drafting laws and making sausage, there
with value-add, end-to-end solution SolutiLoonsd.o“nThanedvBalauthe,wUeKg-eGt irsadswimelplle, workiCngomwmithunNiceaxtmionosa(nGdraodtwhelrl)phaarstnberesn withincotnhfierNmexdmasotCheonfinrsetcstolpurtoiognrsampr,owvied’erreto gettinbgeianpnpovinateivdebnye3wCXse.Thrvicsensetwoamgraerekmeetnt,
CTO, Peter Gradwell. Gradwell is one of the TelUecKom’s f,amstoesbtilgitryowanindgITcloveunddcorms omftueniucasteioans
recordings to cloud storage devices, freeing up custocmoenrssidfreormabliensperevcetirnsgptahce,”bacdkd-eodffiGceradewtaeills.. FocusOinthgeornvvaleuned-oadr dreosuffletrsiansgospfrpomsedGrtoadwell
end users.
are esta“bThlisheendewcoangtroeelsmdensitgwneitdht3oCpXro, tceocmt tbhiened integwriittyhoffutrhteherngdapmroe-dcuhcatn. Cgionngtraonlnsoshuonuceldmaelnsots be apfpolrieodurbychbaunsnineelspseasrtcnoenrsuinmtihnegpsoipluetlinone,s from vendmoresa.nDsotnh’tatjuIdcgoeualdvennodtohravoenjporinomedistehderesults
initially covering the UK, represents a step-
solution provider with a proven technology
onboarding resources working exclusively on
company at a better time,” said Jamie Ward,
faster and we’re improving the businesses of
focus on the results. In theory, this makes sense.
underpinning the results significantly influences
alone. Understand how vendors deliver results to
change to the traditional business model with
portfolio Gradwell can, for the first time,
3CX and a 20 strong front-line support team
Gradwell’s newly appointed sales and
our customers.” Learn more about Nexmo
Let the vendors excel at what they do and judge
the quality of outcomes. Understanding the ‘how’
make the most informed decision when evaluating
a move away from ‘box-shifting’ and just
provide an end-to-end solution which wraps
to answer and manage any issues.
marketing director. Ward joins Gradwell from
Connect at www.nexmo.com.
them on the results, not the practices that yield the
sheds light on process maturity, automation and
vendors to satisfy your business requirements. n Gamma where he was head of SME sales.
selling software licences to providing value-
around 3CX’s IP PBX. The Gradwell and 3CX joint channel communities can now provide an easy to deploy and easy to use, out-of-the box VoIP solution to their customers – a
Quick to see the business benefits of
“Gradwell wants to provide the channel
community with VoIP solutions that give them
versiopnrovfitdhersafuoscaugseinqguontestmo ianllfotormceudsiutomseirzsed
that theenytesrhporuisleds.not be concerned with how a
solutionAisdaenlievsetraebdl;isrhaethdebr,ucsuinsteosmsceormssmhouunlidcations onthdeesduircfatced,btouthtohsetirnegalaitnydissuthpaptothrtein‘hgo3wC’X,
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revenue generating solutions, from a single supplier, by offering Gradwell’s wrap around solutions including: highly-secure hosting,
ill n
ew
ab
le t
od
riv
be
Qserver provisioning, SIP trunks, session border
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how riensculultdsearaetgeeanmeroafte3dCsXeeamccsreredaitseodnaebnlgeineers
BlueJeans Channel organization. Most recently, Ruditsky was part of the D&H Distributing to Deliver
Program Continues to Grow with Ingram Micro
veloped
Yeastar’s Top Level VoIP
a successful sale to K1 Investment Man-agement in Distribution and New late 2017. Ruditsky will lead an international team of
Solutions to US Channels
Corporate Leadership
BlueJeans team members and partners to continue
Meetings Platform Available to Ingram Micro’s U.S.
“There is a terrific market opportunity for BlueJeans
XIAMEN, CHINA -Yeastar (www.yeastar. Partners; Industry Channel Vet-eran Joins BlueJeans to
with 100+ years of distribution experience,
as we continue to work alongside the industry’s best
com), a leading provider of cloud-based and Lead Next Phase of Partner Growth
will deliver to each of their customers superb partners, including Ingram Micro,” said Ruditsky.
on-premises VoIP PBX, has announced that MOUNTAIN VIEW, CA - Blue Jeans Network,
customer service together with outstanding “Enterprise companies in every market segment
it has entered a distribution partnership with
VoIP products.”
Inc., creator of the first cloud service to connect D&H Distributing, a major provider of small
are fully aware of the impact that meeting and “D&H recognizes that cloud, VoIP, and
desktops, mobile devices and room systems in one business and consumer technologies to the
collaboration solutions like BlueJeans have on the unified communications are becoming
video meeting, has an-nounced a U.S. distribution North American high-tech channel. D&H
morale, engagement and bottom line of the business. a greater part of the networking and
agreement with Ingram Micro Inc., extending the will help Yeastar expand its presence in the
There is literally an endless runway for us to grow with distribution landscape every day. We’re
relation-ship after successfully selling together in
US market by carrying the full line of Yeastar’s
Asia PVacoifiIPc and ECMlouEdApforordthuectpsa. st year. The deal
will allowAascaogmlopbraehl teenlesicvoemnmetwunoirckaotifoUns.Sl.ecahdaenr,nel partneYrseatostbaruilsdcmomeemtinitgtesdotluotdioenssigfnoirnagnaynbdusiness for a measduervaeblloepaindg stheceulraeteisntctrecahsenoinlopgryodanudctcivoistyt-and
effective VoIP solutions for connected offices collaboration.
our part-ner community.”
committed to evolving both our linecard
Thande IonugrrsaemrvMiceicsrtodbisetsrtibaudtdiorenssagthreaetment follows thetraenndo,”usnaciedmPentetroGf BamluebJienaon,se’xrec-cuetnivtely expanded chadnirneecltporoagdrvaamncfoedr pteacrhtneorlsotghiaetsiantcDlu&deHBlueJeans in Dthiesitriubnuitfiinedg.c“oWmem’reunthicearteifonrse seoxlcuitieodntsoand help
deliver Yeastar’s compelling VoIP gateway customers migrate from legacy conferencing solu-tions
and the mobile workforce. Ranked in the top Under the expanded agreement Ingram Micro
and PBX solutions to our SMB reseller and
to BlueJeans’ modern cloud platform. The program
10 for 2017 as a SME IPPBX Market Leader channel partners in Asia and now also in the U.S. have
integrator base, helping them develop a
offers additional benefits and incentives to partners
recognized by Frost & Sullivan Research, access to BlueJeans Meetings, BlueJeans Rooms and
more competitive offering for the expanding who invest in the skills and certifications required
Yeastar has never ceased its pace and packs BlueJeans Events solutions. The meetings platform for
telecommunications marketplace.”
to deliver successful customer outcomes. Since
their products with rich UC features like
the modern workplace eliminates all friction be-tween
As a distributor of Yeastar solutions, D&H the program was instituted, channel partners have
instant messaging, presence and CRM employees, partners and customers who work together.
Distributing will now be able to provide
increased pipeline deals with impressive growth among
integration.
partners with Yeastar’s leading VoIP products,
“BlueJeans is a cloud-native meetings platform and a All-inclusive calling features and high
large enterprise, finance and education customers. which include:
natural fit within our growing unified communications performance, along with value-added
BlueJeans partners, including Dolby Laboratories, lS-Series VoIP PBX:Easy to manage,
and collaboration portfolio,” said Jeff Yelton, Executive services including a Remote Management
Facebook, Kaptivo, Polycom, Mi-crosoft and configure, and install, the feature-rich S-Series
Di-rector, Ingram Micro. “Demand for intelligent Tool and Linkus Cloud Service, make the
Voicera, help create a unified experience across all will enhance business communications with
workplaces is building among busi-nesses of all sizes, S-Series VoIP PBX a perfect fit for business
and wet’oreeenxjcoiyteadntoenehxtaencdedoucrormelmatiuonischaitpiownith BlueJeeanxps earnidenecxe-paasnwdeolluarsUp.Sro. pmoprtfaonlido tsoecinucrleude BlueJetaenc’shonnicea-tlosucphpvoirdte. o, audio and web confer-
“With the alignment of Yeastar, D&H encing solutions.”
Distributing will provide more enterprises BlueJeans also announced that channel industry
enterprise endpoints inside and outside the office the best price-performance ratio
whilelbouIilPdiGnagtienwnaoyvsa:Ativdevanppcelidcagtaiotenws afoyrs thoe work- plabcrei.dFgoertMheicgraopsobftetcwuesetonmdeiffrse,rmenetentientgwsoarkesa, lso remreadrukcaebloypseimraptiloenwailthcotshtes,Balnude-dJealinvserGtahteway forcMonivcreonsioenftcTeeoafmtrsapdriotivoindianlgteolenpeh-tonuychcimrceueitsing
D&H customers can contact their
and native calendar-ing on any room system. In
with easy access to the top-quality and executive, Barry Ruditsky, joined the company as
representatives at (800) 340-1001 or visit
addition, BlueJeans now includes Microsoft Office 365
cost-effective VoIP products that will make a SVP, Global Channels. Ruditsky spent nearly 11 years
dandh.com for more information on the scheduling, which provides one-touch calendar and
giant leap in both communication efficiency at EMC where he managed indirect sales including
distributor’s line-up of VoIP solutions. n
meeting entry from Mac, Win-dows and Outlook Web
and cost reduction.” said Allan Shen, CEO OEM, resellers and channel partners with a global sales of Yeastar, “We will rest assured that D&H,
Access. n
l More at www.yeastar.com.
e
tive te
xecu
am
ISV and OEM relationships with IBM and built and launched a global VAR program that helped lead to
at Act
iance,
Inc.
w
the growth and expansion of its channel business and revenue.
h
ere
he de