Dozens of the biggest names in the SMB channel participated in IT membership group CompTIA’s ChannelCon 2018 event last week. Here are insights, observations, and reports about a small sample of them.
Correction: The Mountain View, Calif.-based company would be more than happy to sell you hosted Exchange services, not to mention Office 365 seats and a variety of backup and security solutions. But if you want to know where Intermedia is seeing its fastest growth and placing its biggest bets, ignore all the offerings you’ve associated it with in the past and train your gaze instead on Unite, the unified communications-as-a-service solution that Intermedia shipped in February.
Together with Intermedia’s cloud PBX, SIP trunking, and other voice and UC solutions, Unite will account for roughly half of the vendor’s revenue by the end of this year, according to Chief Revenue Officer Eric Martorano.
“Our forecast is to have that in the next couple years be the lead offering we’re taking to market,” he says, adding that if present growth rates continue unified communications and associated products will be responsible for 70 percent of Intermedia’s top line by 2020.
That Unite is suitable for businesses at the upper end of the SMB spectrum is a big contributor to that growth. “It’s completely expanded our market reach and it’s provided more opportunities for our partners,” Martorano says.
Intermedia laid the cornerstone for its UCaaS business in 2013, when it purchased Telanetix Inc. and its AccessLine carrier-grade network division. Then in September of last year, it bought online collaboration vendor AnyMeeting, of Irvine, Calif. Unite includes technology acquired with both of those companies.
At present, approximately one third of Intermedia’s more than 6,000 partners sell Unite or another voice or UC product. Martorano has funding and people in place to help more partners join them. They’ll have to demonstrate commitment to the new market, though, to grab a share of those resources.
“I’ll put the money in, I’ll put the resources in, I’ll put the programs in place, I’ll help drive demand for it,” Martorano says. “I want focus and time.”
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