IntY’s new Master Agent practice is the next step in its growth strategy for its unified communications solutions, according to Marcus Ollenbuttel, SVP of Digital Distribution, Europe (pictured above).
The agency gives partners access to a portfolio of UCaaS, CCaaS, and SD-WAN services that extend or complement their own current offerings.
“The agency model is a different business model to what we would normally do because the partner introduces the vendor to an opportunity,” Ollenbuttel explained to UC Today.
“The vendor then runs with the opportunity, sells it, builds it, supports it, and pays a commission back to the partner for the life of the deal. It’s a great way for partners to add a vendor’s knowledge and experience without having to learn it all or do it all and still get a repeatable revenue stream coming out of the back end.”
The distributor – which was acquired by Scansource in 2019 and continues to be operated by the North American business – has been ramping up its efforts around UC offerings. It recently partnered with Oak Innovation and Wavenet, as well as launching its Teams+ enablement programme which is focused on helping partners maximise the cloud services market opportunity that Microsoft Teams offers.
Scansource acquired Intelisys five years ago and intY will be using its MyIntelisys platform to power its agency practice.
“The Master Agent practice is the next phase in our UC strategy,” Ollenbuttel stated.
“We were conscious that our partners have Microsoft at the core of what they’ve been doing. We knew we had to build solutions around Microsoft that would enable our MSP partners to get more value out of their customers and offer more solutions, which is where Oak Innovation and Wavenet come into that Teams+ voice programme.
“We still knew we had to go another step forward, which is what we’re doing with our Master Agency business. We’re launching with eight vendors to give partners further choice.”
Those eight vendors are Zoom, 8×8, Aryaka, Evolve IP, Masergy, RingCentral, LogMeIn, and SCB Global. The agency offering is available to UK and European partners.
“Adding those connectivity and communication vendors is really building on UCaaS and collaboration spaces being the centre of what we’re doing and really helps us build out our offering for people,” he added.
“You have to have a choice, you have to have a differentiation in the market, and this is about making sure our partners have that choice that the customers want. The agency model is pure profit that partners are putting onto their P and L on a monthly basis. We’re trying to make sure they get the best opportunities to make money.”
from UC Today https://ift.tt/3yTuJ7x
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