Net2Phone’s New Year’s Resolution: Find VAR Partners


Net2phone, a provider of voice and IP phone services, is focusing on the enterprise this year, and it's looking for VAR partners.

Sales executives are putting together a master distributor/reseller network and are seeking qualified VARs to sell its products and services. The company has already aligned itself with MacroVoice Networks, a multinational manufacturer of voice-processing systems and telephony products.

Last September, Net2Phone signed a distribution agreement with Boca Raton, Fla.-based MacroVoice to offer Net2Phone's Business Connections solutions to enterprise users through its network of 4,000 resellers in more than 40 countries.

"We don't know if we're going to move to a Tech Data or Ingram Micro model at this point," says Bart Bartolozzi, director of strategic development for Newark, N.J.-based Net2Phone. "We want to work with some key players who really market the product to their specific region and support the product a little bit more than perhaps a Tech or Ingram can give their VARs right now."

As an aside, while Bartolozzi had been looking for qualified VARs, the FBI, it seems, had been looking for him. Two days after the terrorist attacks on Sept. 11, Bartolozzi says he received a call from an FBI agent asking whether the company could track its users' phone calls.

"I told him we could, and I thought they'd come in and subpoena our phone records. But they didn't."