Sullivan believes that by working with the channel, smaller businesses will be able to make the change from traditional, landline-based phone services to VoIP technology.
"There's a great opportunity there for partners serving small, and even micro businesses -- the one- to 20-person shops," he said.
When it comes to small-business customers, VoIP can be like "trying to fit a square peg in a round hole," Sullivan said. Many solution providers are often taking an expensive service to a small user who can ill-afford those services, doesn’t need all the features that many VoIP services have, and who may not have the bandwidth to get the best experience out of VoIP, he said.
“Now, partners will have a VoIP offering from one user up to full-blown enterprises covered in their product portfolio,” Sullivan said.