Verizon Wholesale to Add Security, Professional Services

Verizon Partner Solutions, the wholesale arm of Verizon Communications, plans to add security and professional services to its portfolio of services available to resellers, according to a VPS executive attending the COMPTEL PLUS Convention + Expo this week.

Quintin Lew, senior vice president of marketing and sales for VPS, said the company is continuing its focus on enabling resellers to serve the small and midsize business market following the launch of Verizon Wholesale Mobility Solutions this summer. Lew said the carrier has more than 70 interested partners and “between 10 and 20” contracts in progress for its mobile voice and data package.

In a few weeks, VPS will roll out a white-label security product made possible by Verizon’s acquisition of CyberTrust in 2007. Lew said the service will focus on transaction-based SSL and PCI security services for retailers and online businesses. A managed service including features such as firewall is being looked at, but is not part of the current offer.

By the end of the year, the company expects to offer “site services,” Lew said, explaining this means support for customer premise equipment, including provisioning and maintenance. The site services are in beta testing with three resellers, with the goal being to roll out a white-label offering that resellers can mark up and add to low-margin gear sales.

Presently, Verizon is determining the scope of the gear it will support under the plan. The field services are provided nationwide by direct Verizon employees as well as contractors.

Unlike the mobility services that must be sold bundled with wireline services, the security and site services will be available standalone, Lew said. Resellers also do not need to have an existing contract with Verizon to sell any of its other services to sell these two new offers. However, Lew said in his experience, “Existing customers are likely to be our best prospects.”

Finally, VPS is offering a new incentive to resellers to sell its DSL services. In areas where it has excess capacity, the carrier is offering upfront spiffs and monthly recurring commissions for the contract term on top of the wholesale buy rate for those DSL deals initiated between Oct. 1 and Nov. 10.

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