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TCG Agreement Gives NetFortris Second Master-Agent Deal Of 2016

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**Editor’s Note: Click here for a list of December’s important channel-program changes you should know.**

Cloud-services provider NetFortris continues its immersion into the channel, signing its second master agent distribution agreement of 2016.

Telecom Consulting Group (TCG) is inking a deal to sell NetFortris solutions through its agents. NetFortris signed an agreement with Converged Networking Services Group (CNSG) Jan 18.                                                       

Donald Kreft, NetFortris’ vice president of sales, told Channel Partners that both organizations have strong reputations, subagents who can sell complex solutions and a desire to move up-market.

“Organizations like CNSG and TCG – they’ve got a phenomenal [sic] ecosystem of subagents, and having the ability to introduce NetFortris solutions or product sets and having them walk us into their subagents is very beneficial to NetFortris,” he said.

The two signings reflect a larger picture of NetFortris’ strategy. NetFortris, which sells to mid-to-large enterprises, has made a significant shift to the channel, Kreft said.{ad}

“If you were to take a look at NetFortris two years ago, we had a direct sales organization, and you were looking at about a 50-50 mix with channel as well as direct,” he said.

The company has since gone “all-in,” a decision Kreft calls “mission-critical.” He said having a partner that can vouch for you to a client is particularly crucial.

“We really leverage our partner relationships with clients and their ability to endorse us when we’re talking about our solution,” he said.

The company has targeted its cloud unified communications offering to several major industries, notably financial services, technology and retail.

Kreft hints that his company is poised to make a major announcement in the health-care vertical. He says the potential partner is a big one.

“We are beginning the implementation of one of the largest if not the largest unified communications-as-a-service deployments in North America, with a partner,” he said. “I am not at liberty to disclose who that is … yet.”

When asked to forecast the channel’s upcoming years, Kreft says mobility will continue to pervade the industry.

“Everyone’s either on their tablet or their smartphone, and folks are using those devices to conduct everyday business,” he said. “I don’t know if the desktop phone is ever going to be replaced, but there’s going to be less and less of an emphasis placed on desktop phones and more and more of an emphasis on personal devices.”

Security demands are going to grow in tandem with mobility, Kreft said.

“This is what’s keeping IT departments up at night – the ability to manage the devices in a BYOD type of environment,” he said.

Kreft assures Channel Partners that there are plenty more master-agent signings to come this year.

“We’re going to have a pretty steady cadence of releases here in 2016,” he said. “That said, we’re not going to scour the countryside and sign up everyone under the sun. We are a quality-over-quantity shop, and we will be very selective about who we enter into a partnership with.”


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