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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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What is the big difference between the Intermedia you joined 18 months ago and the Intermedia of today?

When you asked people who Intermedia was 18 months ago they thought of us a hosted Exchange provider. That is the legacy of what we built. We were pioneers in that area and we delivered a remarkable product for a number of years. People didn't look at us at that time as having a voice solution or being in UCaaS [Unified Communciations as a Service].

Last year we educated the market on the new Intermedia. Intermedia is a unified communications and collaboration company. That is the company's vision going forward. We have a very, very solid hosted Exchange business and partners that have done extremely well. We are going to continue to invest in and support that.

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