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The recurring revenue cloud computing offensive from Intelisys is paying off in big sales gains for the master agency and its partners.
Solution providers say Intelisys has delivered the sales training and technical muscle that have allowed them to start quickly booking significant recurring revenue cloud computing sales. They say none of the other master agents have put as much muscle into helping them make the leap into the fast growing cloud computing services market.
What's more, partners credit Intelisys with bridging the gap between telecom agents and VARs and even sparking partnerships between the historically distinct channels with what at one time seemed impenetrable cultural and business model differences.
[Related: 9 Key Concerns That Block Cloud Sales ]
"Other master agents are talking about the cloud, but none of them has made a significant investment like Intelisys," said Mike Oliver, president of Solus Network Solutions, an Auburn, Calif.-based carrier and technology solution provider that is driving new cloud services sales with Intelisys. "I see huge growth ahead in my business because of my partnership with Intelisys. They are educating us on cloud and bringing VARs and agents that were at odds with one another together."
Intelisys, headquarted in Petaluma, Calif., for its part, says that in just the first four months of this year it has already signed up 38 new VARs for its cloud computing business that have already booked $1.4 million in annualized recurring revenue.
Another sign of Intelisys' increasing cloud computing momentum: SP 500 $400 million powerhouse Carousel Industries' selection of Intelisys as its primary master agent for cloud and carrier services. The deal paves the way for Carousel to tap into 60 recurring revenue cloud and telecom providers.
Carousel, in fact, already has already closed more than $1 million in annual recurring revenue under agreement since the Intelisys deal closed last November.
"The deal has taken hold pretty quickly," said Tim Kennedy, vice president of carrier services for Exeter, R.I.-headquartered Carousel. "We had direct relationships with a number of carriers, but having access to all of Intelisys' carrier partnerships brought us an additional 30-40 carriers, opening up more opportunities that weren't available to us before. Now we can talk to our customers not just about being their primary carrier but designing [cloud-based] backup networks for them. We have a much broader portfolio of options now to bring to our customers now."