'Time to Enter the Indirect Channel'
X2nSat was founded in 1996 as an integration called Advanced Projects International. A few years ago, the company turned into a network operator when it bought the business division of ViaSat, which operates a consumer service called WildBlue. At that time, Advanced Projects International changed its name to X2nSat. But the provider still had not moved into the channel.
Now, though, X2nSat is adding the channel to its distribution strategy. So, why is 2013 the best year for that shift? The answer lies in technology – satellite services that can be bundled instead of just being sold in one-off scenarios, and the ability to deliver VoIP over satellite, said Dustin Young, X2nSat's first-ever vice president of channel sales.
"The need for a commercial-grade business continuity product that is impervious to landline disasters, and X2nSat developing those solution bundles with the ST4G network, meant it was time to enter the indirect channel," Young said.
And X2nSat has done so with an experienced channel and telecom executive. Young comes to X2nSat from Telekenex, where he served as the channel sales director. He also has worked in the channel programs at AboveNet and o1 Communications, and as an account executive for Pac-West Telecomm and WorldCom.
“I know my fellow channel colleagues will be impressed by what X2nSat has to offer," Young said. "I know X2nSat will have solutions for some of your client’s problems, which you thought were unsolveable."
X2nSat also is rewarding partners with commissions that range between nine and 14 percent. Hill told Channel Partners in November that X2nSat pays on renewals, but at a slightly lower rate. X2nSat operates three channel tiers, based on the total dollar value sold, he added. Everyone begins in the top tier. After the first year, partners are placed into the actual tier representing their total dollar value sold, and commissions are paid at that rate.
As for partner profiles, X2nSat wants agents who sell telecom services, as well as integrators, VARs and MSPs doing network design or cloud sales. Earlier this month, Top Speed Data became the first master agency to sign with X2nSat. Partners can expect training in the form of a 30-minute orientation and a one-time, follow-up online course. X2nSat also provides sales engineers and dedicated channel managers, Hill said.
X2nSat is staffing its booth this week with engineering, technical support, channel and marketing representatives, so partners may learn more about the company's products and channel program.