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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 genesis of the Intermedia Unite UCaaS product?

Four years ago, we acquired a company called Accessline. We saw an opportunity in the area of unified communications. With that acquisition we made a little over four years ago we spent a lot of time thinking through how we could deliver an industry-leading [SMB UCaaS] product. We have spent a lot of time developing the Unite product, which we just launched. We took the Accessline product, acquired AnyMeeting last year, which is video and web conferencing, then we brought all of that together with our SecuriSync file and share product. We spent a lot of time bringing all of that together into one UCaaS offering that we launched under Unite.

There has been a lot of pent-up excitement about this product. It is bringing enterprise-level communications to the SMB. A lot of our competitors are focused on enterprise. We are focused on SMB.

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