Unified Communications Featured Article

Intelisys, Momentum Telecom Form Partnership

By Paula Bernier
Executive Editor, TMC

Momentum (News - Alert) Telecom continues to build its go-to-market arsenal, having just announced a new relationship with Intelisys. The distributor will deliver the unified communications solutions provider’s offerings across the U.S.

Twenty-three-year-old Intelisys is one of the industry’s top technology services distributors of telecommunications network and cloud services in the channel. The company was acquired by technology products and solutions company ScanSource in August of 2016.

Momentum Telecom is one of the largest BroadSoft (News - Alert)-based unified communications solutions providers in the U.S. In addition to business voice and unified communications services, Momentum Telecom offers SIP trunking.

The company’s new relationship with Intelisys is just one of many recent moves it’s made to strengthen its go-to-market strategy. Momentum Telecom last year hired Shawn Nauert as vice president and Chuck Piazza as executive vice president. They are both channel veterans. Nauert was previously vice president of unified communication sales at West Unified Communications (News - Alert) Services. Piazza previously served as senior vice president of sales for West Unified Communications Services.

Momentum Telecom expanded its geography and unified communications play in September of 2015 with the acquisition of Alteva Inc., for which it paid $28.7 million. That followed by a year Momentum Telecom’s purchase of Integrated Broadband Services/IBBS (News - Alert), another provider of private label voice services and broadband management solutions.

Momentum Telecom provides retail UC, mostly via the channel, and offers a white-label option for cable companies, CLECs, ILECs, MSPs, and resellers. The company’s channel partners include multiple master agents, and individuals agents and subagents.

The company employs a three-step strategy in working with channel partners. That includes providing them with SIP trunking, which is seen as a stepping stone to bring channel partners and their customers from on-premises deployments to fully hosted solutions. The SIP trunking service provides Momentum Telecom with the opportunity to align with channel partners and their customers. And then it works to move them to a hosted model.