Monday, December 17, 2007

XO Selling through Tech Data

Tech Data is a large IT distributor here in Tampa Bay. XO has announced a partnership with Tech Data, which exclaims: "XO Significantly Expands Indirect Sales Channel." "Tech Data U.S. to Offer Converged IP Voice and Data Solutions from XO Communications."

It looks like XO designed a product for the Cisco UC resellers at Tech Data: "Tech Data resellers will be able to offer a bundled solution combining XO SIP Service with Cisco Unified Communications solutions to deliver a cost-effective, feature-rich IP communications system."

XO SIP is a fully integrated solution designed to support the needs of businesses with the most demanding voice and data applications at single locations or multiple locations nationwide. The service includes a broad range of bandwidth options to maintain optimal network performance. XO SIP features include:

  • Unlimited local calling
  • Unlimited site to site calling for multi-location customers
  • Long distance calling
  • Dedicated Internet Access in speeds up to 45 Mbps with Dynamic
  • Bandwidth Allocation
  • Optional Voice Compression
  • Online Feature Management through the XO Business Center
Since current telecom agents have no problem:
  • figuring out what this SIP service is
  • how to sell it
  • how to describe it to the customer
  • how to compare it to Dynamic T1
the VAR's at Tech Data should have no problem. I can see this being a nightmare for XO in provisioning as well as in "Returns" -- customers not getting what they thought they bought.

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