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Partnered With an SI, Lately?

Laura Principato, Networking Solutions Sales Specialist, MSI Systems Integrators

Looking for an alternative to your current partner relationships? Have you considered partnering with a systems integrator?

As an IBM, HP and Cisco VAR, my company’s natural progression to help serve our clients’ needs was to provide data and voice services. I would have to say that most integrators that I compete against do not offer carrier services. I believe it has proven to be a great value-add to our clients.

The partnership with Carrier Access Inc. in Des Moines, Iowa, has been a mutually beneficial relationship. We bring in the Carrier Access team when we find the leads and the deal is handed over to them to carry out. Carrier Access has brought my company into deals too. It is a good, symbiotic relationship for both companies.

Have you thought about looking for that different type of partner?

Laura Principato is a networking solutions sales specialist with MSI Systems Integrators, a post she has held since January 2008. Her primary responsibilities are promoting carrier connectivity sales for the company’s current solutions and building a footprint in the marketplace. She brings more than 10 years of IT industry experience to her role, including leadership and account management. Previously, she was the director of marketing and business development for Qwest Communications International. In this role, Principato was tasked with all indirect channel marketing and business development. She also directed the sales incentives, technology focus groups, advisory council, and growth programs. Principato has bachelor’s degrees in accounting and MIS from Clarke College. She also is a member of the 2009-10 PHONE+/Channel Partners Conference & Expo Advisory Board.


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