Intermedia CRO Eric Martorano shares his thoughts on UCaaS channel growth opportunities in 2018
After our CRO Eric Martorano was once again recognized by CRN as one of the Most Influential Channel Chiefs, I wanted to sit down with him to better relay his vision for the channel and where he believes the next growth opportunity may lie. Below is a recap of that conversation.
Q: What are some of the factors you believe contributed to Intermedia’s success in 2017?
A: Intermedia had a record-breaking year and is positioned for even greater success in 2018. We increased investments in nearly every sales function and optimized partner support to help them scale more rapidly. As a result, more than 80% of our sales now come through the channel. We were once again certified by J.D. Power for delivering superior technical support – no other business cloud application provider can say that. On the product side, Voice and Unified Communications as a Service (UCaaS) became the fastest growing areas of our company, now accounting for nearly half of our total new business.
Q: How is Intermedia’s UCaaS solution positioned to help partners sell?
A: Through our recent acquisition of AnyMeeting®, we’ve added video collaboration and screen sharing to our leading phone system and workplace collaboration offerings to create Intermedia Unite™. It’s a highly mobile, integrated UCaaS platform that enables SMBs to realize greater productivity and collaboration wherever they are while being even easier for partners to sell, set up, manage and support. Partners can sell Intermedia Unite under their own brand or ours, so they can achieve strong margins and create attractive new revenue streams while adding value to their customers.
Q: Where is the opportunity for partners to maximize their future growth and profitability?
A: UCaaS provides partners with a significant growth opportunity, particularly in the SMB market. Frost & Sullivan states that UCaaS is experiencing double-digit growth, reaching nearly $15 billion by 2023. However, the majority of SMBs haven’t moved to UCaaS yet. Partners who offer the right UCaaS portfolio mix will have a competitive advantage. Intermedia has vast experience in this market, having delivered voice solutions for over 20 years, and managing 11 billion minutes of voice traffic. Voice and UCaaS now account for nearly half of our total new business, and we are poised to help our partners profitably grow in these areas.
Q: What makes Intermedia’s channel partner program unique?
A: Intermedia takes a 360° approach to partner success. We do this by adapting to our partner’s business, and not the other way around. Our Private Label and Advisor partnership models are designed to adjust to individual customer needs, allowing the partner to sell cloud services without changing the way they do business. We offer a comprehensive suite of extraordinary partner benefits throughout the entire customer lifecycle that’s backed up by our J.D. Power-certified 24/7 technical support.
AnyMeeting and Intermedia Unite are either registered trademarks or trademarks of Intermedia.net, Inc. in the United States and/or other countries. J.D. Power 2017 Certified Assisted Technical Support Program, developed in conjunction with TSIA. Based on successful completion of an audit and exceeding a customer satisfaction benchmark for assisted support operations. For more information, visit www.jdpower.com or www.tsia.com