Tech Data Offers SMB Communications Services To Cisco Resellers

IP communications

The initiative allows solution providers to generate more recurring revenue through relationships with Cbeyond, Telovations, and XO Communications, said Eric Buck, director of networking product marketing at Tech Data.

"A lot of VARs may not be thinking about [voice services]. They say I'll put VoIP in the hardware solution and walk away. Or they feel there are so many carriers out there, they don't want to get caught in the middle by picking someone who won't support them. We took a broad approach to identify best-in-class partners from a services perspective," Buck said.

Initially, the program is geared toward Cisco Systems partners and services include converged network connectivity for voice and data systems, hosted and managed telephony solutions, which is ideal for SMBs looking to adopt VoIP but unable to invest in the infrastructure and staff necessary to support their own solution, Buck said. Specific services from the three companies include Cbeyond BeyondVoice with SIPconnect, an integrated package of local and long distance voice, high-speed Internet and mobile services ideal for resellers deploying the Cisco Small Business Communications System (SBCS); Telovations' Innovate for Business Service and IP Phone Pack, which enables resellers to offer a complete managed voice solution on an all-IP Cisco-powered network; and XO's SIP Service that delivers converged voice and data services to businesses with IP-PBX systems, suitable for resellers deploying Cisco's Unified Communications Manager Express.

"The intent of this initiative is to enable Cisco to gain access to with its [Call Manager Express] products to the less-than-100-seat marketplace," Buck said. "If you're a Cisco partner today but not specializing in VoIP, you can leverage our partnership with Telovations to gain access to recurring revenue on phone service. If you are a VOIP partner, but you're Select Certified by Cisco and you leave a customer, someone else gets that revenue. Now, you can bring Cbeyond on as a partner to partner with SBCS partner. Third, XO is the partner for up to a 100-seat environment and providing an incremental profit stream that [VARs] might not have pursued."

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