Jerich: IntelePeer to Target Midmarket Through Channel

By Khali Henderson Comments
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Mike Jerich, the new chief commercial officer for IntelePeer Inc., told Channel Partners that his company is planning to expand in the enterprise market with the help of the channel. And, that means, the company is planning to invest in its partner program, he said.

Jerich joined the cloud-based communications provider at the beginning of June after serving as vice president of indirect channels for Level 3 communications for more than a year-and-a-half, following the carrier's merger with Global Crossing, where Jerich served as vice president of channel sales.

In this newly created role, Jerich will focus on company-wide sales and business development organizations, including enterprise and service provider sales, sales engineering and post-sales support. His effort is supported by Matt Edic, vice president of enterprise sales and business development, who now reports to Jerich.

With only three weeks on the job, Jerich was unable to share the details of his plans for the indirect sales channel, but  said  that Intelepeer, which has a healthy wholesale offer, wants to double down on its sales to enterprises by investing in its channel program.

"Our goal is to make that transformation into the enterprise space. We've seen epic growth coming through our enterprise program over the past couple years," Jerich said. "Our vehicle to attack the enterprise is going to be true third-party distribution."

Intelepeer's two-year-old-plus channel program presently has 150 partners that are primarily traditional VARs and systems integrators; it is now is expanding to include telecom agents. Jerich mentioned recent deals with CNSG and Avant Communications as examples. 

The company has about 40 people devoted to sales and support for the enterprise. Its direct sales reps, which number less than 10, are in the minority, so Jerich said most of the resources are supporting the channel.

Jerich said partners could expect more details about the IntelePeer partner program sometime in late third quarter.

IntelePeer is focused on enabling unified communications services for the enterprise with its SIP trunking platform. Charles Studt, vice president of product management and marketing, said the company offers a lot of options and expertise that aren't readily available in the marketplace. For example, he said, Intelepeer can deploy SIP on its own MPLS network or another provider's. In addition, it has been creative in pricing, offering monthly subscription pricing per user or per port, which better maps to UC vendor pricing than does minutes of use. That's been a big selling point for VARs offering premises-based UC, he said.

Studt said the company also is able to leverage its platform to provide federation services within the enterprise, particularly to enable multivendor contact centers  or intercompany UC in communities of interest, such as health care providers.

IntelePeer's CloudWorx platform combines a SuperRegistry database and intelligent routing solution, a Media Peering Grid service and an AppWorx development environment.  

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