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Line Systems Unveils Channel Program

Line Systems Inc. (LSI) launched its 2008 channel program, LSI Advantage, this month with emphasis on two-tier distribution and the addition of a resale program.

To lead the new program, LSI has brought on Chris Bonavita as channel sales manager to specialize in recruiting, managing and selling with LSI agents, master agents and resellers. He will work with channel partners nationwide managing their sales efforts into LSIs five-state services territory. Bonavita has more than a decade of experience in the telecommunications industry, most recently as regional sales director for Cybera, a private broadband managed services provider.

LSI is targeting a handful (five to 10) of master agents, and the majority of individual sales agents will be positioned as subagents. Directly contracted sales agents will still be involved, but they must meet business requirements such as back-office, productivity, niche market, etc. Its new branded reseller program includes pure wholesale access, billing options and co-branding.

Bonavita said the company aggressively is recruiting new partners that fit into all three segments of the program, and they desire to partner with at least two or three more master agents. “From LSIs perspective, a master agent brings qualifications such as back-office capability that can integrate with LSIs sales support, billing, customer service and sales engineering departments; dedicated support to their subagents from pre-sales, proposal to post-sale and cross/upsell; financial commitment and performance in actively selling telecommunications services, etc.,” Bonavita explains.

“We are looking for co-branded and reseller partners that create a mutual fit between customer base, product/service offerings, back-office capabilities and market penetration,” he continues.

LSI works with and wants to add partners nationwide. Most of its partners have a primary customer base or acquisition focus in five states (Delaware, Maryland, New Jersey, New York and Pennsylvania), which allows LSI to leverage its strength in provisioning, sales support, on-net access and marketing dollars most effectively, Bonavita says.

Through a combination of personalized sales support, sales force automation databases and LSIs proprietary online agent portal, LSI Advantage supports sales activities from the individual sales agent through master agent and branded reseller segments. In addition, the channel support staff has been beefed up for 2008, including the addition of management, marketing, prospecting and technical personnel.

LSI Advantage includes access to all of the network services LSI offers, including traditional POTS line, PRI and local-access services. Additionally, LSI is rolling out additional products in 2008, such as on-net dedicated access for IP, VoIP, MPLS data needs and DS3-level voice applications.

Links

Line Systems Inc. www.linesystems.com


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