Monday Morning Impact – April 24

AT&T Partner Exchange Launches Enhancements and Enablement Tools

AT&T’s Partner Exchange has been expanded to include new API and self-service tools for channel partners.

“We’re building on our automation and self-service strategy to make business easier,” said Sue Galvanek, vice president, marketing, pricing and product solutions at AT&T Partner Exchange. “Our solution providers want innovative technologies to address business challenges and increase efficiencies. And our new capabilities do that.”

The company is developing a new API designed to help solution providers to check service availability and to more quickly generate quotes.  The API, when available, will also let solution providers embed the application in their own sales tools.  In addition, AT&T is expanding its switched Ethernet offering to include faster speeds for point-to-point, any-to-any and hub and spoke implementations.

Channel Impact^®
Ease of use and speed are key attributes for channel partners, especially when it comes to provisioning carrier services. This capability, combined with AT&T’s name recognition, should go a long way in solidifying relationships with the channel.

ScanSource Acquires Kingcom’s Channel Business To Sell Verizon Solutions

ScanSource, Inc., of Greenville, SC, has acquired Kingcom’s channel business assets and associated support organization to sell communication solutions through the Verizon Partner Program (VPP). The acquisition was completed through ScanSource’s subsidiary, Intelisys.

Kingcom, which has been an Intelisys partner since 2013, is a VPP Platinum member and its channel business brings specialized resources through which Intelisys sales partners can sell Verizon services.

“As Verizon continues to focus on the channel, it’s imperative our sales partners are ready and able to most effectively sell and support these services offerings,” said Jay Bradley, president of Intelisys. “We are excited about the level of support and expertise we are able to bring to our partners through our relationship with Verizon, and we look forward to the continued opportunities ahead through our investment in this relationship.”

“Kingcom has done a tremendous job in bringing Verizon’s business services to the channel,” said Janet Schijns, VP Solutions and Sales Channels for Verizon Business Markets. “We are excited about this next chapter as together we dig deeper and reinforce our commitment to the channel and to the Intelisys Sales Partner community.”

In August of last year, ScanSource entered the recurring revenue telecom and cloud services market through its acquisition of Intelisys, a provider of business communications services, including voice, data, access, cable, collaboration, wireless and cloud.

Channel Impact^®
This acquisition creates a direct supplier relationship between ScanSource and Verizon, and enables Intelisys to add highly qualified Verizon-focused resources to support its customers.

Tech Data Partners with Propel GPS to Expand SmartForce IoT Solutions

Tech Data Corporation announced the expansion of its SmartForce Internet of Things (IoT) portfolio through a strategic partnership with Propel GPS, a Virginia-based solution provider with an IoT/Cloud-based platform targeting vertical market applications in commercial vehicle fleet, transportation, utilities and construction equipment management. The solution delivers asset and temperature monitoring, along-route virtual geographic boundaries and fleet tracking with reporting capabilities by vehicle, fleet, driver or team. Available metrics also include truck maintenance, driver performance and the protection of the contents of the trailer.

“The partnership between Tech Data and Propel creates a compelling IoT solution customized for our partners and their end customers,” said Angie McCourt, vice president IoT Solutions Group, Americas at Tech Data. “We’re leveraging the power of the Propel team’s 20+ years of experience in this space, in conjunction with our strategic partner relationships and market knowhow
to offer a better a customer experience and value, as well as a high level of service.”

Tech Data officially launched its IoT solutions practice last year with a strategy geared towards simplifying partner moves into this growth opportunity. At a strategic level, the distributor’s targeted verticals include smart spaces, transportation/logistics, manufacturing and retail.

Channel Impact^®
Tech Data partners will likely be able to more easily market and deploy comprehensive IoT solutions with a wide range of components, delivery, implementation and support services.