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
    • Master Agents
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity & Inclusion
  • MSSP Insider
  • MSP 501
    • Back
    • Apply Now
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • Videos
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
    • Channel Educational Series
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
    • Channel Convergence
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Content Resources
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • Excellence in Digital Services
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • 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
    • Master Agents
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity & Inclusion
  • MSSP Insider
  • MSP 501
    • Back
    • Apply Now
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • Videos
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
    • Channel Educational Series
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
    • Channel Convergence
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Content Resources
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • Excellence in Digital Services
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Telephony/UC/Collaboration


Bandwidth.com Taps Channel for Nationwide IP Voice Network

  • Written by Channel
  • July 23, 2008

Bandwidth.com is taking a run at becoming a next-generation CLEC. It will be certified to do business as in all 50 states by the end of July. And, it will roll out VoIP origination to 195 LATAs by the end of the year. To fill up this network, it has targeted indirect channels and launched its partner program June 1. Already two master agents – Telecom Brokerage Inc. (TBI) and World Telecom Group – are processing orders with Bandwidth.com.

In June, the company rolled out its first offer on its new network, an integrated access service available in 300 metro markets. The BoxSet service bundles feature unlimited calling, Internet service and the capability to work with virtually any phone system – all at a flat-rate price point as low as $179 per month.

Becoming a CLEC might seem like a big leap for a company that was founded in 1999 as an agent and became a data reseller in 2003. But, it is no stranger to IP telephony; the company has been an ITSP since 2004, processing and billing VoIP calls over a Sylantro softswitch using originating and terminating services of other carriers. Now, it has its own Sonus-based backbone with interconnections in 95 percent of the country’s LATAs, enabling it to provide its own DIDs and originating and terminating services.

“It gives them a much broader swath of the market that they can cover under their control and not have to be reliant on others,” said John Macario, president of consulting firm Savatar, which is know for its demand-side and channel research in the VoIP space. “I think it’s a great move. You’ve heard me say a million times that nobody is taking a dominant position in this market. I don’t know that it will give them that dominant position, but it’s certainly a necessary step for anyone who wants to dominate.”

As in its previous three annual studies of the market, Savatar’s most recent research, published in March, shows no one category of VoIP provider has gained a foothold in capturing the SMB market. Savatar said its study shows that SMBs that already have deployed VoIP are buying from equipment providers (39 percent), VARs (20 percent) and, to a lesser extent, traditional telcos (14 percent).

As a nationally branded IP voice provider, Bandwidth.com will face unavoidable comparison to XO Communications Inc., the No. 2 CLEC, which offers its own VoIP services. It also will be chasing after the same market as the ILECs and the cable companies.

But Macario said Bandwidth.com’s primary competition will be “inertia and business as usual.” “While they are likely to run into the XOs and the LECs and the cable companies from time to time, if they do this correctly, they will have an opportunity to be the first in to acquire customers that are currently being underserved,” Macario said.

Execution always is the caveat to success. On the network side, Bandwidth.com has installed a Sonus-based network with switches in six data centers – Los Angeles; New York; Atlanta; Dallas; McLean, Va., and Sunnyvale, Calif. On the OSS side, it is using some of the provisioning capabilities of the Sonus platform and the homegrown billing system it’s been using for the past five years.

Bandwidth.com Recruits New Channel Chief

And, on the sales side, the company has decided to beef up its channel strategy. The company has recruited Jeff Uphues, the former president of Voila IP, as its vice president of partner services.

“The channel is a big part of our strategic plan,” explained Bandwidth.com Chairman Henry Kaestner. “We’ve known that the products and systems that we had developed for the channel were top-notch, but that we needed an established leader that knew the needs of VARs, integrators and agents. It seemed that everyone we talked to recommended Jeff. We couldn’t be more excited that he chose to join our team when he had several other opportunities.”

Uphues, who is based in Houston, joined the company in February and relocated to Bandwidth.com’s Cary, N.C., headquarters this summer. Uphues started his career in telecom in 1989 at WilTel Communications Inc., but said most industry sales types know him from Voila, the VoIP upstart that was moth-balled after investors pulled support last year, or his years directing the local services sales teams for then startup MCImetro in the late ’90s. Uphues is responsible for several channels – strategic partners, agents/VARs and wholesale. The wholesale program will be rolled out later in the year. For now, Uphues is focused on furthering strategic partnerships and revamping the agent program.

He isn’t starting completely from scratch; Bandwidth.com claims 500-plus agents, five partner managers, two sales engineers and three channel managers who interface with large OEMs and distributors. However, Uphues said there was little structure, such as dedicated support and marketing resources.

Bandwidth.com Adds Channel Staff

As part of the retooling, Uphues has added a partner support manager, Mary Kate Fish, who worked for the company for four years as its primary customer support person. Fish will be charged with hiring support personnel for the partner managers. Uphues also added two new directors. Stacey McCormick, formerly director of sales and WTG, has become director of partner accounts West. She will be responsible for in charge of all partner accounts west of the Mississippi (excluding Texas) and will drive the formation and management of the partner advisory council. Uphues said he is grooming McCormick to run the partner channel. Darren Chamberlain, the former general manager of alternate channels at Global Crossing, has become the director of channel accounts West. He will drive large account opportunities (e.g., OEMs, SaaS providers, distributors) and is being groomed to run the program on a national basis.

Uphues also has defined a three-pronged program to allocate resources according to the requirements and commitments of the partners. Affiliate Partners will include agents bringing in occasional business; they will not have dedicated support or quotas. Sales Partner will be producing agents with dedicated support. Premier Partners will be master agents.

Uphues is evaluating the existing base of agents and recommending different roles for each. However, he is pushing a two-tier plan, incenting agents to align with one of a half dozen master agents Bandwidth.com hopes to secure. Those who remain direct agents will earn less – 10 percent on the BoxSet, for example – than they would by working with a master agent. Very large Sales Partners may be exceptions to this rule, he said.

In addition, agents also are required to become certified IP communications sales consultants via a two-day training course.

“Bandwidth.com is one of the few resellers that is totally focused on data,” said Vince Bradley, CEO of WTG, a Bandwidth.com master agent since 2005. “We are excited about Bandwidth.com’s new program. With WTG getting good traction in our new agent partner recruiting efforts in the VAR community, this program is a great fit for those WTG agent partners.”

TBI is a recent convert, but its CEO, Geoffrey Shepstone, said Bandwidth.com is doing well for the Chicago-based master agency so far. “They are hitting most of our requests for quotes in this footprint. Their commissions are very aggressive, and the support is really good,” he said.

Related Articles

VoIP Supply Selects Bandwidth.com for Voice, Data Services

Tags: Agents Business Models New/Changing Channel Programs Telephony/UC/Collaboration

Related


  • Fusion Connect's Rick Ribas
    Channel People on the Move: 8x8, TBI, Telarus, Microsoft, IBM, More
    Now featuring big new hires and promotions in the telecom and IT channels.
  • Word innovation with power button
    Exclusive: As AWS Turns 15, Doug Yeum Predicts Even More Innovation
    The head of channel talks milestones, what’s coming, telecom agents and working with new CEO Adam Selipsky.
  • Welcome to the Future_white CF logo
    Welcome to the Future
    Channel Partners Online and Channel Futures are ushering in a new era for the channel community.
  • AT&T Alliance Channel Recognizes Top Partners
    The top five solution providers landed in the top tier last year.

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

  • Sierra Wireless Ransomware Attack Shuts Down Operations, Production
  • Talkdesk, InContact Vet to Lead Observe.AI Partners as Head of Channel
  • Watch Out Cisco, RingCentral, 8x8: Intermedia Going Public
  • RingCentral Buying Kindite for Enhanced Security Capabilities

Galleries

View all

10 Ways to Keep Customers Safe with Threat Protection by Year’s End

April 9, 2021

Industry Perspectives

View all

Why Every MSP Should Consider TCO When Selecting a BCDR Solution

April 9, 2021

6 Ways to Ready Your Customers for 5G Security Challenges

April 5, 2021

Endpoint Security Is Huge in the Merging New World of Work

April 2, 2021

Webinars

View all

Top 3 Intel Security Technologies To Help Against Advanced Cybercrime Attacks

April 15, 2021

What to Look For: 2021 Threat Report

April 22, 2021

Health Care and SD-WAN: A Seller’s Guide

April 27, 2021

White Papers

View all

Top Tips: How Resellers Can Leverage Rackspace to Enhance Customer’s Cyber Security Protection with Microsoft 365 Security

March 30, 2021

Top Tips: Optimize Your Microsoft 365 Investment with Rackspace Technology

March 30, 2021

The Smart Approach to Cloud Workload Placement Decisions

March 19, 2021

Upcoming Events

View all

MSP Summit

November 1, 2021 - November 2, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Channel Evolution Europe

November 30, 2021 - December 1, 2021

Videos and Fastchats

View all

FASTCHAT: How Fortinet Reduces Complexity Through Networking, Security

Strong Customer Experience Needs Strong Partner Experience

December 22, 2020

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

2021 Excellence in Digital Services Awards App Open

December 9, 2020

Twitter

ChannelFutures

"Who could ask for more?? These guys bring an awesome energy and always highlight the need-to-know of the channel..… twitter.com/i/web/status/1…

April 10, 2021
ChannelFutures

Anti-Asian racism, and racism and discrimination of all forms, have zero place in our society. #StopAsianHate and t… twitter.com/i/web/status/1…

April 9, 2021
ChannelFutures

MSSP @inc_renaissance promotes Trish Kapos to channel chief. #cybersecurity dlvr.it/RxLQ6g https://t.co/oWCdHeRqIW

April 9, 2021
ChannelFutures

.@GetSpectrum ordered to pay @Windstream more than $19 million for deceptive mailer. #lawsuit… twitter.com/i/web/status/1…

April 9, 2021
ChannelFutures

.@Percona says channel can help with #opensource solutions and #databases for everything from aspirational to must-… twitter.com/i/web/status/1…

April 9, 2021
ChannelFutures

Our latest #Cybersecurity Roundup features @HuntressLabs on @Microsoft Exchange exploitation, @ptsecurity,… twitter.com/i/web/status/1…

April 9, 2021
ChannelFutures

.@SemperisTech unveils first branded partner program. #cybersecurity dlvr.it/RxH4Bq https://t.co/TVjG8xhGNv

April 8, 2021
ChannelFutures

.@PerchSecurity announces its 2021 MSP Threat Report, calling on MSPs to build a mature cybersecurity practice.… twitter.com/i/web/status/1…

April 8, 2021

MSSP Insider

Business advice for MSSPs and news from the broader security channel.

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 © 2021 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