IT and Business Insights for SMB Solution Providers

ADTRAN and Telarus Partner on UCaaS and Managed Security

A new agreement enables channel pros to offer the unified communications and managed firewall components of ADTRAN’s ProCloud managed services portfolio through Telarus on an agent commission basis. By Rich Freeman

Networking and communications specialist ADTRAN Inc. has forged an agreement to offer its ProCloud managed services line via technology services distributor Telarus Inc.

The deal, which makes Sandy, Utah-based Telarus “lead channel” for ProCloud, enables channel pros to sell the unified communications as a service (UCaaS) and next-generation firewall components of the ProCloud portfolio on an agent commission basis.

“This is an exciting and significant step for our growing partner community, as it opens new channels for revenue and success,” said Meggin Sawyer, Huntsville, Ala.-based ADTRAN’s vice president of business solutions and cloud services, in a press statement. “We are proud to unite with Telarus and its community of nearly 4,000 partners to extend the footprint of our Subscription Services offering. We look forward to adding additional services in the near future that will enable partners to continue to increase competitiveness in their markets.”

Targeted at businesses with 50 or fewer users, ProCloud is designed to help channel pros turn networking, security, and communications into recurring revenue sources. The alliance announced today lets ADTRAN and Telarus partners capitalize on that opportunity without investing heavily in their own platforms and processes.

“Telarus delivers a unique service model to partners by combining our home-grown software pricing tools and mobile apps with the best portfolio of data, voice, cloud and managed services from 150 of the industry’s leading technology providers. Our relationship with ADTRAN enhances that portfolio,” said Roger Blohm, executive vice president for UCaaS strategic programs at Telarus, in prepared remarks. “We are seeing a high demand for UC and cloud security services, and ProCloud is enabling our agents to easily and cost-effectively meet their customers’ needs.”

Unified communications as a service and managed security services are both rich opportunities for MSPs at present. Technavio expects global UCaaS outlays to expand at a 25 percent CAGR through 2021, while IDC predicts a 14.3 CAGR for managed security spending worldwide over the same period.

ADTRAN has expanded the ProCloud product family significantly in the last 18 months. In August 2016, it added gigabit routers, IP business gateways, and Session Border Controllers, and it then followed that up the following April with UCaaS, security, and Wi-Fi analytics services. The managed firewall service now available to Telarus partners, which debuted last August, is the most recent newcomer to the portfolio.

ProCloud’s UCaaS offering is delivered in partnership with BroadSoft Inc., of Gaithersburg, Md. The firewall service leverages technology from Untangle Inc., of San Jose, Calif.

Telarus has signed partnerships with other communications and security vendors in recent months, including security-as-a-service provider OmniNet (formerly MyDigitalShield) last August and UCaaS provider NetFortis earlier this month.

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