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Intermedia Chief Revenue Officer Martorano On The Big Unite UCaaS Opportunity, Private Labeling, The D&H Deal And Overcoming The Channel 'Fear' Factor

'Our competition is the channel community's fear of getting into this [Unified Communications-as-a-Service] market,' says Intermedia Chief Revenue Officer Eric Martorano speaking about the company's Unite UCaaS sales offensive.

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How is Intermedia changing the financial picture of partners with the private-labeling model?

I have been a channel guy for 24 years and one of the things that has been constant is the channel has sometimes struggled to find ways to increase their profitability. I feel truly blessed to work for a company that puts 100 percent of its focus on the channel and thinking channel-first when it comes to building product.

Think about our go-to-market model. The number one thing we think about is our channel. We think about how they can grow with us and in order to do that they have to be profitable and make money. Other companies I have worked at haven't done that. They are leading channel companies -- which I think is awesome -- but there have been a lot of decisions made where channel wasn't the first thing thought of. At Intermedia the channel is our most strategic asset.

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