https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2023 MSP 501 Application
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2023 MSP 501 Application
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Channel Convergence


Shutterstock

Acceleration

Star2Star Snags ScanSource Channel Vet, Accelerates Partner Strategy

  • Written by Edward Gately
  • January 24, 2020
Last year, Star2Star initiated a new professional relationship with Citrix.

Star2Star is kicking its channel strategy into high gear by pursuing new channels and creating new opportunities for sales growth.

Star2Star's Rich Long

Star2Star’s Rich Long

Rich Long, previously Alert Logic’s vice president of channels, this week started his new role as Star2Star’s senior vice president of channel development, working through alliances/distributors and larger partnerships. Before Alert Logic, he was ScanSource’s North America president.

In addition, Star2Star hired Mick Miralis, previously with Citrix, as executive vice president of channel sales. He is working with larger MSPs and Citrix service providers who traditionally have never sold a communications/collaboration product. At Citrix, he was director of Citrix service provider sales for the Americas.

Last year, Star2Star initiated a new professional relationship with Citrix as the only Citrix Ready UCaaS partner. This opened up a new channel for partners of both companies to sell Star2Star’s enhanced virtual desktop solution.

Star2Star's Mick Miralis

Star2Star’s Mick Miralis

Star2Star also announced that its Application Framework and StarPhone for Desktop products are Citrix Ready after passing a series of performance tests.

In a Q&A with Channel Partners, Long and Miralis talk about their work with Star2Star and their goals for the year ahead. 

Channel Partners: Why did you want to join Star2Star?

We recently compiled a list of 20 top UCaaS providers offering products and services via channel partners.

Rich Long: I was looking to return to the communication space and started some dialogue with the leadership team, and really it unfolded pretty fast. I already trusted the product; it’s always had a great reputation for being reliable, and a full and complete portfolio, and the thing that really interested me is Star2Star is uniquely positioned to capitalize on this evolution of communication partnering, this convergence of different partnering models. Star2Star was built from the beginning to cater to multiple different types of models and in particular the models where the partners can play a role in the implementation, the support, the pre- and post-sales delivery — and so it’s kind of the best of both worlds. The partners can participate if they want a resale or wholesale model and still keep the same lines of service business that they had, and the same supporting model to their clients that they are used to, including participating on the billing side, which is really critical. That opportunity for me was really key and the timing was another thing, because there are a couple of different partnering models and communities, and they’re all very strong and powerful, and have their own values. The master agent-agent model is a very powerful engine and we use that partnering model very efficiently, too. We have a lot of agents and we use a couple of master agents to deliver our solution and find new opportunities for us, but we are probably built more, from the beginning, to cater to those resell models where the delivery of the product is still a hosted cloud solution. But the partners can play a role in delivering and implementing the hardware, as well as the service and installation on the back side, and take part in the topline revenue, too, on a resell model.

CP: What’s your role in Star2Star’s channel?

RL: I’m on a mission with some colleagues to …

  • Page 1
  • Page 2
  • Page 3
Tags: Agents Channel Convergence Cloud IoT People on the Move Technology Solutions Brokerages Telephony/UC/Collaboration Vertical Markets

Most Recent


  • network in the cloud
    Fortinet, Huawei, Palo Alto, VMware Lauded in Gartner Peer Insights SD-WAN Study
    Thousands of customers have weighed in on how their SD-WAN vendors have performed.
  • Do AWS, Azure, Google, Oracle, Others, Have Too Much Market Power?
    The FTC, concerned about cloud vendors’ sway over customers, is seeking public comment.
  • Unemployed, layoffs
    Veeam Layoffs Impact 200 Workers, Company Remains 'Strong, Profitable'
    Veeam continues to hire for roles in R&D.
  • artificial intelligence focus
    Channel AI Breakthroughs: AT&T, Nvidia, GoTo, Twilio
    AT&T is the first telecommunications provider to explore the use of a full suite of Nvidia AI offerings.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Woman with questions
    Should We Just Call Master Agents Distributors?
  • Do Master Agents Need a New Name?
  • Growth funding
    NXTSYS Lands AppSmart Funding, Enters Exclusive Relationship
  • Unified Communications
    From Local to Global: Partnering to Capture New Revenue in UC

Upcoming Events

View all

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Channel Partners Europe

June 13, 2023 - June 14, 2023

Channel Futures Leadership Summit

October 30, 2023 - November 2, 2023

Galleries

View all

8 Channel People Making Waves This Week at Lumen, Accenture, Amazon, Canalys, More

March 24, 2023

National Women’s History Month: Channel Women Have Stories to Tell

March 24, 2023

VEC Attack Tries to Steal $36 Million, Ferrari, Dole Hit with Ransomware Attacks

March 23, 2023

Industry Perspectives

View all

Selling Your MSP: Strategic vs. Financial Buyers

March 22, 2023

10 Strategic Smart Enterprise Drivers for 2023

March 16, 2023

Does Your Company Have a Virtual Water Cooler?

March 13, 2023

Webinars

View all

Equipping the Hybrid Workforce: What It Takes to Execute

March 28, 2023

Give Customers the Power: How MSPs Can Leverage Cloud Choice

April 4, 2023

DE&I Dialogue: How the Right DE&I Initiatives Can Propel Your Business

April 5, 2023

White Papers

View all

6 UCaaS Reseller Challenges and How Real World Businesses Solved Them

February 1, 2023

Frost Radar: North American UCaaS Market, 2022

February 1, 2023

The Complete Guide to White-Label UCaaS for Reseller Success

February 1, 2023

Channel Futures TV

View all

Coffee with Craig and James Episode 121: Hewlett Packard Enterprise

Aryaka ‘Driving Value to the Channel Community’ with Throttle

March 24, 2023

Real-Life M&A: Advice for a Successful Channel Deal

March 13, 2023

Coffee with Craig and James Episode 120: Ronnell Richards

March 3, 2023

Twitter

ChannelFutures

Channel people making waves include: @jmcbain, @NetworkMoe, @ajassy, @JulieSweet, @Elvia_Valdes_M, @GovITDave… twitter.com/i/web/status/1…

March 24, 2023
ChannelFutures

We delve into AI impacting the channel, this week featuring @nvidia, @GoTo, @twilio and more.… twitter.com/i/web/status/1…

March 24, 2023
ChannelFutures

[email protected]_Inc's Peer Insights are a treasure trove for partners looking to sell #SDWAN. dlvr.it/SlRDmk https://t.co/oElLXzOIbb

March 24, 2023
ChannelFutures

#CPExpo preview: @GlobalIndirect of @AryakaChannel with a preview of the next phase of the company's channel progra… twitter.com/i/web/status/1…

March 24, 2023
ChannelFutures

U.S. competition regulators want to know if @AWSCloud, @Azure, @GoogleCloud, @OracleCloud hold too much market powe… twitter.com/i/web/status/1…

March 24, 2023
ChannelFutures

📣 Join us on April 13th to hear from the 2023 Channel Influencers and get their insights on the state of the channe… twitter.com/i/web/status/1…

March 24, 2023
ChannelFutures

#CPExpo preview: Learn about why @USWired accepted an #acquisition deal and what partners should look for in an M&A… twitter.com/i/web/status/1…

March 24, 2023
ChannelFutures

.@Veeam lays off 200 workers to increase efficiency. #backupandrecovery dlvr.it/SlQWZW https://t.co/QTJx1NX69q

March 24, 2023

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2023 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X