CHANNEL PARTNERS Master agency Intelisys Communications Inc. announced Tuesday at the Channel Partners Conference & Expo that is has signed a definitive agreement to acquire the Cloud Services Coalition (CSC), forming a new business unit Intelisys Cloud Services and Complex Bids. The acquisition is scheduled to close on May 1, 2012. Terms were not disclosed.
Intelisys President Jay Bradley told Channel Partners this may be the master agency’s most significant acquisitions to date, marking the company’s commitment to cloud services. “It’s our stake in the ground,” he said.
CSC, a collaborative effort of like-minded cloud services integrators, is a wholly owned DBA of cloud master agency Terrapin Solutions. It was formed in May 2010 by Terrapin and Concierge Communications as the Cloud Roundtable and later renamed and incorporated. Terrapin became the sole owner in fall 2011. Terrapin will remain a separate entity, fully owned by its CEO Andrew Pryfogle. Pryfogle will lead the Intelisys unit as senior vice president and general manager and will have an equity stake in the company. Intelisys will acquire Terrapin/CSC’s supplier contracts with a dozen cloud services providers as well as its staff of seven (Pryfogle, one project manager, three integration specialists and two sales engineers) as well as its systems and processes, but Terrapin will retain its existing revenue stream, Pryfogle said.
Intelisys Cloud Services and Complex Bids will continue to fulfill CSC’s charter plus it will integrate the Intelisys SWAT (complex bids) and Collaboration programs. The new unit will focus on supporting sales partners through the cloud sales process, including technical, business and application discovery, solution design, project management and turnkey onsite installation and training.
Pryfogle said the CSC brand also would continue; Intelisys will promote it as a national coalition of cloud integrators supporting the channel. Bradley added CSC also will be a home for thought leadership on cloud services sales for the channel, end users and suppliers.
The deal follows an August 2011 agreement wherein CSC was contracted to aid Intelisys sales partners with cloud services sales.
Andrew has assembled a world-class team at CSC of consultative sales professionals and cloud engineers focused on designing and delivering winning cloud solutions,” said Bradley in a press statement. As a turnkey cloud services integrator, CSC is already doing the heavy-lifting on complex cloud solutions for a growing base of channel partners, and has already provided over 150 Intelisys sales partners with training, sales assistance and customer support,” Bradley added.
Bradley said the arrangement has created a funnel of more than $1 million and the company has closed more than a dozen deals in the last three months.
“Based on the remarkable results we have already achieved with the CSC team as partners in terms of building the cloud funnel and closing key deals, we are really excited to have them join Intelisys as full time colleagues,” said Intelisys Co-founder Rick Sheldon in a press statement.
Founded in 1994, Intelisys services include carrier voice and data, cloud, cable, collaboration services, wireless and wired access, auxiliary services such as voice and web conferencing, and Intelisys proprietary telecom asset management tool, Audex.
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