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New Supplier Agreements: Upstack Signs CallTower, Avant Adds Netacea

Avant expanded its cybersecurity portfolio, while Upstack formed another direct vendor agreement.

James Anderson

June 22, 2022

3 Min Read
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Technology providers CallTower and Netacea are diversifying their sales footprints with new partner agreements.

Avant has signed bot detection and mitigation provider Netacea to its line card. Netacea is the first bot management supplier to join Avant’s portfolio, according to Shane McNamara, executive vice president of operations and engineering. He cited Netacea’s use of threat intelligence and machine learning for the selection.

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Avant’s Shane McNamara

“Netacea is an ideal supplier for Avant. As the cybersecurity landscape continually evolves, we are committed to addressing the threats global enterprises face and provide trusted advisers with the very best and most comprehensive forward-looking security tools,” McNamara said. “This is why joining forces with Netacea, which has the technology and know-how to fight 21st century threats, makes perfect sense.

Here’s our most recent list of important channel-program changes you should know.

Avant unveiled its enhanced cybersecurity practice in the spring. The program includes more than 50 suppliers. In addition, more than 900 agents have completed a certification in the Avant cybersecurity practice.

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Netacea’s Kirk Horton

“In my more than 20 years of experience in building IT channel programs, one important component to a successful partnership has always been the alignment on goals and a shared vision — which is exactly why we’re certain Avant is a great fit for Netacea,” said Kirk Horton, Netacea’s vice president of channels and partners.

Avant last month announced the acquisition of PlanetOne.

Upstack-Netacea

Upstack, which signed a deal with Netacea in the winter, has also inked a direct agreement with CallTower. The vendor provides unified communications, collaboration and contact center offerings. Its products include direct routing for Microsoft Teams and support for Cisco Webex.

CallTower as a result of the partnership accesses to the more than 20 technology advisers that conduct sales under the Upstack umbrella. The company also cited Upstack’s “web-based tools.”

CallTower chief revenue officer William Rubio expressed his excitement.

“We are thrilled to partner with Upstack and combine their sourcing platform with our suite of solutions,” Rubio said. “We’re excited to offer powerful partnerships in order to ensure the continued success and communication of our customers and clients.”

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CallTower’s William Rubio

Upstack’s customers number more than 2,500, according to Danielle DeCosta, vice president of supplier and sales enablement.

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Upstack’s Danielle DeCosta

“The partnership with CallTower adds market-leading UCaaS and CCaaS solutions to Upstack’s portfolio that our advisers can recommend to our valued business customers,” DeCosta said.

Upstack earlier this month drew the attention of the channel by announcing a direct agreement with Lumen Technologies. The deal represented a shift for Lumen, which has historically relied on technology services distributors like Avant to form relationships with customer-facing sales agencies. The deal also highlighted the efforts Upstack has made in building a back office to be able to support more direct partnerships with vendors.

Upstack has used funding from Berkshire Partners and other private equity companies to acquire several high performing channel partner firms.

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About the Author(s)

James Anderson

Senior News Editor, Channel Futures

James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.

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