Page 9 - Telecom Reseller November December 2019

S
COLWELL
“tPoint Solutions help optimize and connect
the customer interactions for businesses
that include some of the largest logistics
companies in EMEA. Nexmo APIs have enabled ustoNbSueopivldteemVmobbiecere/r/DBOeocttseomibnebtroe2ro02u10r81o9fferingsthat howtheyaremade.”Thehumorofthequipis
by Timothy C. Colwell, SVP
Efficiency First® Adoption –
AOTMP(www.aotmp.com) So,understandinghowreTsTuelltescaoremdeRlievseerelldleernable93s
said Andy Griffin, Founder and CEO, tPoint
as to say their processes are proprietary, to shield When drafting laws and making sausage, there customers from inspecting the back-office details. are established controls designed to protect the
Solutions. “ThBe vEaluTe wHe gSetCis sHimUpleL, TZ
Telecom, mobility and IT vceonndtoinrsueodftefrnoumsepage 7 MIKE
communications solution with theAaDgVilEitRyTISING Microsoft session, as well as Dave Michels,
nt and
for Intelisys’ Sales Partner network of cloud and faudtvuerteiseurcs.cienstsh,eairnadvweert’visembeennts,imnoprrdeostsheedy
Call: 360 260-9708 Toll Free: 800 667-
of embedded, contextual communications : Who is responsible for Wireless
IPAWS, and this allows them to broadcast charges prior to entering into a business
and sausage and you’ll find variants of this quote attributed to American poet John Godfrey Saxe: “Laws, like sausages,
of results. Consider that mature processes yield predictable results. Highly automated processes reduce human-induced error, and thorough process controls mitigate unnecessary business risk.
cease to inspire respect in proportion as we know
are increasing customer satisfaction and
improving efficiencies for our customers,”
elevated the more I think about it. I love a great sausage, but don’t really don’t care to understand its pre-grill genesis story.
customers to evaluate factors that drive optimal results. Some managed services vendors go so far results and identify risk factors that hinder results.
clarification, please visit ww
elecomreseller.com and
Accounting
te
and telecommunications sales and consulting by thaessFuumseiornestpeoanmsi’bsilsiteyafmorlsetsastseumpepnotsrot,r opinions
(also online) is useful for appropriate subject matter. Assistant Editor
organizations represented on tNheEsWpeSaDkeErPARTMENThopefully, I whetted your appetite enough The agreement also replaces multiple legacy
with TalkingPointz, our annual Innovation
Tracy Titus – accounts@telecomreseller.com
8965 E-mail: publisher@usernews.com
way for customers to quickly and easily contact ISV and OEM relationships with IBM and built and communication brought into the 21st century businesses can’t limit themselves. To meet
s h o u l d y o u c h o o s e ? a o s u v c e c r e a s s h f u u ml s a a n l e f t o o r K a n 1 I i mn v me s e t md i a e t n e t a M n s a w n - e a r , g a e n m d e n 2 1 t %i n DistCrhaitboutsatnidonlinaelinvedchaNtarecwonsideredthe lawteo2u0l1d7e.vReundbitusykyfrwomillloenaed.aninternationalteamof
Co(rpforartmeLeardleyrsPhipatientConnect) chat consistently coming up trumps in surveys. rewards by implementing these digital-first
most modern communication methods, with live It’s clear that businesses can reap significant
Over half of customers would prefer to chat to communication tools, but they shouldn’t come
MeetiUnagxpsbePrsliadotngfoeirn,mUreAKavl-atiTilmaobleleroitnolgiInhegaorsavmaernManpoichuronon’sceUcd.aSal.l Partnen(rHes;waIrnrpdiasurRsternsyeCarrshchain)p;nwelhiVtahte’stM-mereoatnrieJ,roitit’nsosthbBelucehoJaemnaneselto
revenue.
aW“t ThtehecrehexopiseeantsTeororlilffirtichnmegmaforokreethtorepaipdroietrixtoupnneailtrysieofonlurctBieolnuse.Jeans
twhiethstohlehdiigshtersitbcuutsotormoferCsaltliCsfoacntnioencrtaGtinPg at Lead Next Phase of Partner Growth
asAawlnlebdcuocsnrinetiednsiusbeisltiomtywuiosntrkbtheaelaovmnagialsairbdkletohnaenitnhddeauprshetroyn’sebest focrocnufisdtoemntertshwahtothiasvepaurgtnenetrqsuheipriewsiollr for
(7f3o%rm(EecrolynsPualtaienncyt)C. Iot’snsnoepcrto)l.ific that it’s now MOUNTAIN VIEW, CA - Blue Jeans Network,
thporosevwidheoosutirllcphreafnenr ephl wonitehcallfsa. nHtoawsetvicer, many “Enterprise companies in every market segment
unCuasullaCl otonsneecwteGbsPithesewlpisthmouatnlaivgeecrhsa,t options. Inc., creator of the first cloud service to connect
boupsipnoesrsteusnairteyogpoerinatginfgorown aorudtdsa.”ted telephony are fully aware of the impact that meeting and
reAceccpotridoinigstoseaxnpderctlsi,ncihcatlbsottasffariennot only the desktops, mobile devices and room systems in one
systems, still dependent on ISDN despite its
snuerxgt estreipesuptofrdoemlivliever choautrbtuetoaures tahnedfuture of video meeting, has an-nounced a U.S. distribution
uKnereylifaebailtituyraensdotfhCe anlelCwsotnhnaet cittwill be retired in morale, engagement and bottom line of the business.
icnufsotormerdcpoamtmieunnticatrieon, i.mGpartonveirnhgasthesetimated agreement with Ingram Micro Inc., extending the
202I5n. sIntarnestplyonmseatochtheesIiSnDbNoudnedadclainlles, awnituhmber There is literally an endless runway for us to grow with
ethxapte8r5ie%nocfecbuosttohmfeorrinptaetriaecntitosnsanwdillsitnavffo.lve relation-ship after successfully selling together in
of btuhseinpesasteiseanrtemakniangethmeemnotvseytsotehmost,esdo our part-ner community.”
Bchyaltibnoktisnbgyt2e0le20p,hmoenaynwinigththpeaAtIietonotl won’t be Asia Pacific and EMEA for the past year. The deal
telespuhorgney.ry users can select a patient’s
The Ingram Micro distribution agreement follows
mgoaingaganeymwehnetresaynsytteimess,oCoanl.lCEvoindnenecethGasP will allow a comprehensive network of U.S. channel
Fodretthaeiulsnwiniitihataeds,inhgosletecdlitceklepohfotnhyeims aouse the announcement of BlueJeans’ re-cently expanded
ashleorwtsnothnat,awskhesnauntdilispedeeffdescutipveplya,tciheantbtots partners to build meeting solutions for any business for
clouNde-bwastedlepphhoonneesonlutmionbewrhsiachreeliminates the channel program for partners that include BlueJeans
vresruifiltcinataio3n0%toinfrcereasuepinvaclounavberlesiohnusmthaan other a measurable and secure increase in productivity and
neesdefaormtelelespshlyonaensdysatcemcuhrartdewlyarcea.pOtnuereodf its in their unified communications solutions and help
rceosmomurucnei,csataiovnins.gWbohatth’stmimore,a6n1d%moof cnuesytomers collaboration.
keywbeitnheifintsaisplaotwienr tc’ossrtsedcuoerdto no capex and customers migrate from legacy conferencing solu-tions
whouillsdtarcetdivueclyincghotohsertiosiknotefrahcutmwiatnh earcrhoart.bot Under the expanded agreement Ingram Micro
no mPatinietenntawncaercnoinstgssthoarnoksthtoerbuvilta-iln disaster to BlueJeans’ modern cloud platform. The program
offers additional benefits and incentives to partners
6 Stecs and call recording add channel partners in Asia and now also in the U.S. have
inccessfully
T
ollring
ana
lyti
value by allowing practice managers
Uto deliver their solution to the channel. clinical outcomes and maximise DeplopysinfogrUSCuSystems
access to BlueJeans Meetings, BlueJeans Rooms and who invest in the skills and certifications required
to review their operations to make the caller can be handled in the most
BlueJeans Events solutions. The meetings platform for to deliver successful customer outcomes. Since
improvements to quality of service and appropriate manner
the modern workplace eliminates all friction be-tween the program was instituted, channel partners have
g
s.
at ne
ain effi
cien
cie
employees, partners and customers who work together. increased pipeline deals with impressive growth among
and co
Ye
ve
com
Tony Martino, CEO of Tollring says, be actioned as part of a call can be set
“BlueJeans is a cloud-native meetings platform and a large enterprise, finance and education customers.
“We are excited to partner with Metier by Practice Managers/GPs to improve
natural fit within our growing unified communications BlueJeans partners, including Dolby Laboratories,
llabora
tion p
ortfo
lio
proposimtiaonufoacrttuhrershheavltehmsaedcettorer.mWenedous BlueJeans and ex-pand our U.S. portfolio to include
of tahreedianys, thaenctulystroemceorg’snsiasteisdfaactniodnawreith the place. For Microsoft customers, meetings are also comapdldetedUtCo eaxPprearicetnicei’s tcheenotnralyl mdieraescutroeroyf
look forpwroagrrdestsoihnethlpeinlagstcdheacandne, ldpeaverltonpeinrsg BlueJean’s one-touch video, audio and web confer-
remarkably simple with the Blue-Jeans Gateway
,” said
Jeff
lton,
Executi
The combined value of CallConnect Practice income
Di-rector, Ingram Micro. “Demand for intelligent Voicera, help create a unified experience across all
GP and Tollring’s suite of analytics  Calls from non-patients such as
workplaces is building among busi-nesses of all sizes,
enterprise endpoints inside and outside the office
and callnrieficeodrcdoimngmpurnoidcauticotnssi(sUaCg)reat and we’re excited to extend our relationship with
navpighaatirnmg athceiesest,ehcohsnpoliotagilessa, bnudtsaut pthpelienrds while building innovative applications for the work-
toecmhneoelotgGyPthpartahcetlpicsebsu’sdineemssaensdstafyormore
sucOceusstgthoaitnmgactatelrls.aThreecfolnlonweicntgesdtepskeepthe particularproductorservice,workwiththemto for Microsoft Teams providing one-touch meeting
encing solutions.”
focuasuotof dmeapltoicyianllgyUfrCosmystehmespoantitehnetend users, find the right solution for their specific industry and native calendar-ing on any room system. In
gcroenanteecrteidnsthiganhte,vaenr.dHionwcreevears,eUdCcsuysteomser BlueJeans also announced that channel industry
whimleabnuailgdeinmg elonytalscyusstteomeorrs cinetnhteraplrocess. and work culture.
eoxcpcaesrioiennaclley,fealffil schioernt cinyparnadctcicoem, npoltiabnecaeu.”se
addition, BlueJeans now includes Microsoft Office 365
executive, Barry Ruditsky, joined the company as
Pr
d
to
Facebook
nd
iorit
, Kap
y ta
sks a
tivo,
Poly
support)
with cloud hosting, making it more essential than e v e r . N o t o n l y d o e s t e l e p h o n y c o m m u n i c a t i o n providecustomerswiththeopportunityto
have real-time, two-way communication, it also provides a personable experience favoured by many.
Whilst live chat has high customer satisfaction levels and customers are willing to buy from
a chatbot, implementing these solutions shouldn’t come at the expense of telephone communications. According to the Office of National Statistics, 90% of UK households have internet access, meaning 10% still don’t; how else will those people contact you?
We can’t ignore the fact that, whilst up-and- coming online communication solutions are seeing great results, telephony is still a hit with customers. A Google study found that 61% of consumers get in touch with a business via phone when they’re ready to purchase. Additionally, for urgent queries, a phone call is undoubtedly the
HOKE
by Ansley Hoke, Vice President, ScanSource Catalyst (https:// www.scansourcecatalyst.com/)
the surrounding environment, specific industry needs, or regulatory hurdles they’ll need to jump through? While customers may say they need a
consumer demands, businesses must not only have an online presence, but be available to speak toonlinewhetherthat’sviaasupportagentonlive chat or chatbots. The concern around the latter is that chatbots are still evolving and therefore won’t be able to answer all customer queries, which could leave them frustrated.
These online communication methods, however, shouldn’t come at the expense of telephone communication. Hosted telephony will allow businesses to save money on this traditional solution, thanks to the eradication of capex costs and built-in disaster recovery. Digital transformation, the use of technology to improve processes, customer experience and ultimately profitability, is achievable in so many ways.
By adopting a mix of traditional and modern communication tools, and particularly using cloud-based phone systems, business can respond to customers quicker and more efficiently whilst saving money rather than increasing outgoings. n
mitigate these factors, the installation of sound paneling, sun shades or other room modifications might be necessary to get the most out of the UC technology you are providing. In addition to the physical space, the company culture should be considered, particularly given remote teleworking employees have different needs than locally working employees – for both audio and video considerations.
Take time to test: Make time to use all the systemsonceinstalledintheoffice,before
the customer or their employees. Nothing is more frustrating than finding out a brand-new collaborationspaceisnon-functionalondayone. After testing is completed, consider a staged roll- out of the UC system to a small number of users
HOKE continuesonpage 7 ››
BlueJeans team members and partners to continue
the growth and expansion of its channel business and
partners, including Ingram Micro,” said Ruditsky.
collaboration solutions like BlueJeans have on the
,
Palliative, Housebound) are flagged so
form
atio
n (su
ch a
nd a
ofJthaemtecshCnololignys,,bCutTbOecoafuMseeotfitehresapypsr,oach, Stdarirtewcithorcyusotonmtherenceoemdsp:Tuatlekrtwoiytohuorut Analyzetheenvironment:Theofficestructure
is just as important as the technology in use. Whether it be echoes in conference rooms, loud open office layouts, or bright windows, the office space can present significant challenges. To
SVP, Global Channels. Ruditsky spent nearly 11 years
scheduling, which provides one-touch calendar and
“inWstealalarteiodnealingdhstuepdptoortbsetrpataergtyn. ering
at EMC where he managed indirect sales including
custohmeenrese-dwfhoart mdoatnhueyalrdeaiallyllineged? Is it
meeting entry from Mac, Win-dows and Outlook Web
wiThtheTUoCllrminagrkteottparkoeviCdeasllaCdoiznznyeincgtatroray of OEM, resellers and channel partners with a global sales
aMs soimrepaletawswstway.itnogllcroingn.ecotemd andboosting Access. n
tphreodnuecxtst, satllawgiethindifftserpernot dspuecctifiecvaotilountsioan.d capabilities. Many resellers are well-versed in
pwrowdwuc.mtiveittyi,eorr.iatr.enthere other considerations, such as long-term growth goals, concerns with
s Sa
lerts
th
,Mi
feg
uard
-crosoft a
in
e
g
DFAuMsOiNon AnnouALnAcNes New ParTOtnMer Focusing on vendor results as opposed to integrity of the end product. Controls should also
working with Nexmo and other partners
version of the sausage quote to inform customers
Agreement with Intelisys
within the Nexmo Connect program, we’re
that they should not be concerned with how a
how results are generated seems reasonable be applied by businesses consuming solutions from
THELATEST
vendors. Don’t judge a vendor on promised results
TECH BLOGS
everything from the right technologies to
the quality of outcomes. Understanding the ‘how’
make the most informed decision when evaluating
our customers.” Learn more about Nexmo
11 process. In recognition of their ongoing
workspace layouts and design.
Strengthens Long-Standing Partnership and
vendors to satisfy your business requirements. n support, we’ve made re-vitalizing our full
Connect at www.nexmo.com.
sheds light on process maturity, automation and
As always, we’ve lined up a topnotch group of industry analysts and IT
We’re offering you, as a Telecom
Increases Benefits to Intelisys Sales Partners Atlanta, GA - Fusion, a leading provider
Channel Partner Program a top priority
following our emergence. We’ll be offering
ABOUT VONAGE
PATTERSON
BURTON PERCY CROSS
solution is delivered; rather, customers should focus on the results. In theory, this makes sense. Let the vendors excel at what they do and judge them on the results, not the practices that yield th
SE 28th Street, Vancouver, WA 98683 telecomreseller.com. Sugg d length is 250-300 Douglas Green – publisher@usernews.com Raspberry Jam Publishing– communicate to create better business $200 off the with participating wireless carriers. different media types. Charges vary by
getting innovative new services to market
on the surface, but the reality is that the ‘how’
collaborative workplaces — discussing
underpinning the results significantly influences alone. Understand how vendors deliver results to
faster and we’re improving the businesses of
consultants to present and lead panel
of cloud services, has announced that the company has signed a new partner
Vonage (NYSE:VG) is redefining business
Ask the Telecom Pro
even stronger service, implementation and
discussions. As previously, Sheila McGee-
Bureau. FEMA administers the Integrated
A
: Carriers may charge administrative
communications. True to our roots as a
technical support and rewarding sales of our
Smith, of McGee-Smith Analytics, is heading
agreement with Intelisys, Inc., a ScanSource
TR
APIsthrTouEgLhENCexOmMo,TheVonageAPI
Showcase (this year: security). Other professionals to do business with Fusion. unfailing energy, and commitment to helping
technology disruptor, we’ve embraced
Public Alert and Warning System (IPAWS),
fees for several things including
attachments in Microsoft W format to jeffowen@ Editor & Publisher
technology to transform how companies Reseller reader, which is a public safety system connected duplicate records, detail records, and
our Contact Center & Customer Experience
- October 2018
company, and the nation’s leading provider
advanced, fully integrated solutions portfolio
track, and Ira Weinstein, of Recon Research,
of technology services. The new agreement
with increased incentives,” said Michael Fair,
our Video Collaboration & A/V track, and
reinforces the strength of the long-standing SVP of Fusion’s Channels and Alliances.
Call: 561-732-2335 outcomes. Our unique cloud communications
words. At the end of the art please provide contact
Associate Publisher & Director
www.raspberryjampublishing.co.uk
have independent consultants Brent Kelly
relationship between the two organizations “It’s clear that Fusion understands the
E-mail: publisher@usernews.com platform brings together a robust unified
The publishers of this newspaper assume
SUBSCRIPTIONS & CIRCULATION
Graphic Design
c
Q
PlatformR.ETShiEs pLoLwEeRrful combination enables United States? wireless carriers to user devices terms fornaewdsmpaipneirs. trative charges. If the
and Phil Edholm leading our Cisco vs.
information. Do not send g
and makes it simpler and more remunerative
criticnaolreoslpeotnhseibcilihtyanfonresltaptleamyesnitnsimtsadceurbryent
Advan
.
ics. We reserve the of Advertising
and federal public safety agencies can A best practice is to understand each
rig
gth. For further Carole Sangiorgio – carole@usernews.com
register to be an alerting authority in carriers’ rate card for administrative
ht
to e
e
R
dit f
a
or c
t
on
e
Organizations such as county, city, state carrier and situation.
click on Submission Guidelines. Our Editorial Calendar
Emergency Alerts (WEA) in the WEA messages through participating agreemenextparensdsend eorgimoptliiaedtein cthuesctoolumns of this
Amy Ralls – amyralls@telecomreseller.com businessestocollaboratemoreprPoledausecet-imvaeilyarticlesandpressreleasesas supportingWEA. businessrelationshipisestablished
agenda include the BCStrategies group, the to check out the conference program (come contracts with standardized terms and said Jay Bradley, President of Intelisys, a
A
and voice. [1] IDC, Worldwide Voice and Management Agency (FEMA) within the
and engage their customers more effectively : Wireless Emergency Alerts (WEA) are without negotiated terms, engage your SCTC, and IT analyst firms such as Forrester back often for updates). And here’s another increases commission payments on Fusion’s ScanSource company. “We are pleased to
Text Messaging Communications Platform- Public Safety and Homeland Security practice? on an as-needed basis.
course, you’ll have plenty of opportunities All you have to do to save is register today Network Services and Security. Fusion’s integrated cloud solutions to our TShtoieurlsdeleycotureplacetelephonywithchatbots?
governed by the Federal Emergency : My carrier charges to provide account management team and seek a Research, Frost & Sullivan, IDC, Nemertes enticement: We’re offering you, as a Telecom fully integrated Single Source solutions, renew our mutually successful partnership
across messaging, chat, social media, video
call detail records. Is this standard waiver or reduced ‘good customer’ rate Research, and Ovum Research. And, of Reseller reader, $200 off the Advance Rate. including UCaaS, SD-WAN, Managed and look forward to continuing to offer
as-a-Service Forecast, 2018–2022, IDC
to hear from enterprise IT leaders on the and use the code TELRESEL at checkout. “Fusion is tremendously grateful to Sales Partners and their customers.” #US43805418, May 2018 n
mainstage panels and in breakout sessions. Hope to see you at EC20, taking place in Intelisys and all of our loyal partners for More at www.fusionconnect.com and
I’ve ohnelywsacyrawtcehceodmtmheusnuicrfaatecew, ibtuhtour Orlando, Fla., the week of March 30. n rectohveeiryc.oHnofisdtendcteltehprhooungyhoseurtvtihcesCahreapvtiear quichktetpsts:w//awywtowc.ionmtemlisuyns.icoamte;/.thne average person
ethernet internet or a converged fibre broadband types 38-40 words a minute compared to 125-175 the years, evolving from letters to phone service, using the same wiring as your business’ words per minute when talking.
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ollringBaOsUGsOoUlReD
stom
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as ch
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our Sales Partners maintain customer loyalty,”
Me
tica
sT
BlueJeans Channel
no get
veloped Hosted telephony sees a traditional method of communication methods for customers,
ting
aw
ay
from
th
e fa
ct th
at
you
ne
ama
calls to email and now website live chats. There’s organization. Most recently, Ruditsky was part of the data network. It’s essential that, when it comes to
ed a
e
Program Continues to
you, but with so many methods available, which launched a global VAR program that helped lead to Grow with Ingram Micro
distributor of CallConnect GP
xecu
ti
ve
tea
m
atA
ctian
Natasha Bougourd, Lead
Applications Writer at TSG
ce, I
nc. w
her
(https://www.tsg.com/tsg-it-
ehe
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Even Better Together.
_016_TR_SeptOct2018.indd151820:06
A powerful combination of industry-leading audio and video conferencing technology makes remote collaboration easier and more natural than ever before.
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