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Intermedia Sales Leader On 50 Percent Partner Margins And UCaaS Surge

Intermedia's global channel sales leader, Eric Roach, talks to CRN about the massive margin opportunity for partners and 'huge growth' in the Unified-Communications-as-a-Service market with its new Unite platform.

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Intermedia's 'Partner Economics' Advantage

Intermedia partners are reaping upward of 50 percent margins on Unified-Communications-as-a-Service solutions thanks to the company's stellar channel strategy.

"Partner economics always weigh in our favor compared to the competition," said Eric Roach, global vice president of field channel sales and distribution, in an interview with CRN at XChange 2018, hosted by CRN parent The Channel Company. "Some of our best partners are enjoying 40 [percent] to 50 percent margins on our products -- that's unheard of."

The Mountain View, Calif.-based UCaaS specialist, which received a 5-star rating in CRN's 2018 Partner Program Guide, launched its new flagship platform, Unite, earlier this year. The all-inclusive cloud-based platform integrates desk phone, mobile phone and desktop technologies, including videoconferencing, collaboration, voice-mail transcription, fax, storage and cloud backup. Unite can be sold either as an Intermedia product or under a partner's own brand. Roach talks to CRN about how Intermedia's channel strategy separates the company from the UCaaS competition.

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