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January 6, 2022
In this new role, Stark will introduce Mavenir’s CCaaS, CPaaS and messaging services to the channel. Mavenir deployes software solutions to 17 of the 20 largest communications service providers. In addition, it has a 60% share of the mobile messaging market.
Mavenir’s Eric Stark
Before joining Mavenir, Stark was with Viasat for more than six years and most recently was senior director of sales for global fixed broadband.
“Over the last six-to-seven years, I did something very similar for Viasat,” he said. “Originally hired to start the B2B channel program, I ultimately assembled the team that built and scaled Viasat Business from zero to over $40 million in annual revenues. It was a huge success story and I’m looking forward to doing something similar with Mavenir. The exciting thing is that Mavenir already has established revenues in this space, so the ramp to scale in the channel should be very quick.”
Stark said he will “absolutely be telling the Mavenir story.”
“We plan to rapidly create awareness among partners about all that Mavenir can do for them and their customers,” he said. “Initially, we will focus on meeting partner needs via our CCaaS offerings, but later this year will be introducing a suite of transformational messaging services into the channel. All of these offerings are really more accurately categorized now as customer experience (CX) or customer engagement. Partners who understand this are looking for more options to service the needs of their customers. Many of the current technology vendors are offering these solutions competing with the same channel partners they use to resell them. As a vendor that is focusing on only offering solutions indirectly via CSPs and channel partners, with no channel conflict, those partners will want to talk to Mavenir.”
At the top of Stark’s to-do list are two things.
“First, we are finalizing the assembly of our channel team so we can accelerate our entry into the channel,” he said. “For example, we are currently hiring marketing managers for our channel partner program and marketing as a service, to be able to meet the channel needs. Second, we are building our channel program and finalizing our partnerships. I’ve only been in the role less than a month, but have already had very productive conversations with the leading technology distributors in our space. Be on the lookout for announcements in the months ahead.”
Mavenir‘s main offering in the channel will be its CCaaS services, Stark said.
“What makes Mavenir unique, in large part because of our software background, is that we have the ability to customize services that some of our competitors won’t,” he said. “Whether it be IP PBX integrations or providing local access numbers, Mavenir will do things for customer contact centers that other SaaS competitors are unwilling to do.”
Additionally, Mavenir’s UCaaS, CPaaS and customer engagement offerings allow channel partners to offer a better catalog of services that meet the needs of a broader spectrum of enterprise customers, Stark said.
“Even more important to partners, because Mavenir has always worked exclusively with partners, we understand the importance of minimizing channel conflict,” he said. “We will have clear rules of channel engagement and won’t have a direct sales team competing with our channel partners. I bring to Mavenir a decade’s worth of experience in the channel market space, the understanding of what channel partners value, the importance of relationships and the know-how to make Mavenir successful in this space.”
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