CRN Exclusive: Bigleaf Expands Reach Into Channel With Help Of Intelisys, X4


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Managed service provider Bigleaf Networks is expanding its reach into the channel by partnering with a couple of telecommunications master agents, allowing many solution providers and their customers to access much-needed VoIP and cloud performance optimization services, according to Bigleaf.
 
Bigleaf Networks offers a managed service that optimizes performance of VoIP services and cloud-based applications through intelligent load balancing across multiple Internet connections. Founded in 2012, Bigleaf sells its offering to customers exclusively through the channel.
 
The company currently has about 35 solution provider partners and is looking for more, according to Bigleaf's CEO, Joel Mulkey. The Portland, Ore.-based MSP has signed on as a supplier partner with master agents Intelisys and X4. The partnerships will allow each master agent's expansive network of sale partners to access Bigleaf's services, and Bigleaf will be able to reach thousands of solution providers and cloud providers they wouldn't have access to otherwise, Mulkey said.  

"Our goal is to identify partners that are engaged in the ideal scenario that we fit into -- partners that have customers that have migrated to, or are migrating to, cloud services that their business depends on," he said.
 
[Related: Intelisys Channel Connect 2015: 5 Supplier Partner Moves That Made A Splash]
 

"We made a decision early on that we wanted to use the channel and we don't have a direct sales force," added John Hogan, Bigleaf's vice president of channel sales and business development. "If you're going to work with an indirect channel, you probably should be working with a master [agent]."

Both Intelisys and X4 have a strong focus on cloud, an important quality in a Bigleaf partner, according to Hogan. "I feel like we have good partners set up to help us do a lot of damage in the next few months," he said.

According to Mulkey, Bigleaf sought to improve access to cloud services, VoIP, and virtual desktops for SMB and midmarket customers because access to those services was always over public Internet connections that are vulnerable to those customers’ performance challenges. "And the devices used to improve those connections are fairly outdated," he added.  
 
Bigleaf's patent-pending service uses software-defined networking (SDN) technology on preconfigured routers over a distributed architecture. The two components -- a premise-based router at a customer's site and one instance in the cloud -- work together to provide load balancing across multiple Internet paths from different Internet service providers.


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