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Telarus: VXSuite, Nontraditional Services Sales to Propel Agents

By Craig Galbraith
June 22, 2016 - News
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TELARUS PARTNER SUMMIT — Master agency Telarus kicked off the first full day of its annual Partner Summit in Deer Valley, Utah, with a review of the company’s biggest news of the past year and a focus on how industry changes are likely to impact its partners.

CEO Adam Edwards (foreground) and co-founder Patrick Oborn deliver the "State of Telarus" address at the master agent's Partner Summit in Deer Valley, Utah, on June 22.The biggest news from the master agent in the past 12 months is the acquisition of VXSuite, software that provides Telarus’ partners the analytics to ensure the quality of voice traffic on the data networks they sell. The buy was first announced at Cloud Partners last fall in Boston. The company followed that up at the Channel Partners Conference & Expo in Las Vegas with the debut of VXSupportLine, a VoIP self-help troubleshooting service designed to eliminate finger-pointing between cloud applications and their suppliers. A Web-based platform, VXSupportLine lets Telarus partners test, diagnose and assist their hosted UC customers to identify network-performance problems that negatively impact VoIP quality.

“Telarus, since the day we started this company … this industry lacked automation," said Patrick Oborn, co-founder, Telarus. “[VXSuite] fits right into that strategy. VXSuite will help our partners differentiate themselves, become [unified communications] experts."

“It’s tough to compete against direct sales teams," he added. “It’s a bloodbath because if those guys don’t sell, they get fired. Having something like free circuit monitoring (a VXSuite service) is a great value to you and your clients."

Jason Para, founder of agency Broadstring Communications, backed up Oborn’s claim.

“It gives us a competitive advantage when we’re selling against a direct team," Para told Channel Partners. “We can offer a network monitoring tool versus a direct tool. It’s a pretty big advantage."

Telarus also has spent the past year expanding its solution-sales, cloud-engineering, project-management and account-management services.

Account management – in which the master agent provides account managers to take on the task of day-to-day support for partners’ customers – is in particular a focus, with Telarus looking to increase the number of partners using the service from 7 percent this year to 25 percent in 2017.

“Some members of our President’s Club (top 20 partners) are using [Telarus’ account management]," said Adam Edwards, Telarus CEO. “The biggest value has been the upsell. The upsell alone has paid for ...

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