What Broadvoxs Cypress Deal Means for Channel Partners

Now that Broadvox has absorbed Cypress Communications, some changes are in store for the business VoIP and unified communications (UC) providers channel partners.

First, the Broadvox channel now includes the Cypress direct salesforce. But Broadvox will minimize channel conflict because direct salespeople will target contracted building tenants and sell the C4 IP product. Thats the Cypress-developed hosted VoIP and UC platform that requires a level of understanding and implementation skills beyond those of most of our VARs,” said David Byrd, vice president of marketing and sales for Broadvox.

For now, Broadvox will rely on four people to sell C4 IP direct. Over time, though, Broadvox will seek out VARs specializing in verticals other than legal and health care, where the direct salespeople focus, to sell C4 IP.

In the meantime, Broadvox agents may add Cypress C3 IP to their GO! Sip Trunking and GO!VBX portfolios. C3 IP offers unified messaging, find-me/follow-me call routing, Web conferencing and more. Commissions range from 10-25 percent, depending upon volume sold.

To sell C3 IP, though, partners must know how to identify a hosted UC opportunity, Byrd said.

This is different from a hosted virtual PBX” sale, he said. It is more complex and involves additional systems within the prospects business. All agents will be provided training.”

That training will include marketing and sales support.

Broadvox closed its acquisition of Cypress on Jan. 17. Together the companies employ 250 people and expect to generate more than $100 million in annual revenue. Between them, Broadvox and Cypress have more than 10,000 business customers (6,500 from Cypress and 4,000 from Broadvox) and about 300 wholesale carrier customers, Byrd told Channel Partners last October. Cypress now gains access to Broadvoxs network backbone for direct origination and termination of voice traffic. Broadvox has more than 90 PoPs. For its part, Cypress operates a nationwide layer 2 MPLS VPN with PoPs and local staff in 29 metro markets.

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