MCI expands VAR base to broaden marketing effort: plans to bolster partner program early next year

America's Network, Nov 15, 2004 by Al Senia

MCI is expanding its solution provider channel program to recruit additional value-added resellers (VARs) and agents to market security, hosting and mobility solutions to the midsize business market. Company executives also intend to recast their existing partner program in the first quarter of 2005.

"We are going to partner with more VARs and agents," says Bruce Walt, director of mid-market and VAR marketing for MCI. "They are more likely to sell into the mid-market space, which is a fit with us." Walt defines mid-market as businesses with between 20 and 1,000 employees. MCI sells directly to large enterprises, he adds.

Walt noted that MCI recently signed its 1,000th solution provider partner and has seen its number of partners grow by 30% since January. The company also has moved more than 15 new product offerings through its channel during that time, primarily security and mobility solutions. Those solutions include Flex T-1, Managed Email Content, IP VPN, Enterprise DSL and enterprise and personal firewall offerings.

"Building the indirect sales channel is an important part of MCI's three-year business plan," adds Todd Gerdes, senior vice president of MCI's solution-provider channel. "Our success in attracting top channel agents is enabling us to broaden the exposure and adoption of MCI's advanced communication capabilities."

Walt said MCI plans to enhance its channel program early next year and will offer extra benefits and services to partners who agree to gain certification, which won't be required. The company is seeking out VARs and integrators active in the health care, financial and retail vertical markets. Factors such as technical expertise, geographic coverage and company size are among the factors evaluated when assessing potential partners.

Walt adds that MCI generally installs its technology at customer sites and oversees service issues. The carrier provides partners with in-field and on-site support through an assigned channel manager, a designated implementation team and access to a tech support team. Partners can also tap MCI engineers to help prepare network solutions to potential customers. The company also operates an online portal for sales training and product information.