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VoIP's Cbeyond Targets IP-PBX Market with TBI Partnership

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March 09, 2009

VoIP's Cbeyond Targets IP-PBX Market with TBI Partnership

By Michael Dinan, TMCnet Editor

Following reports that its income fell $12 million for the three-month period that ended Dec. 31, an Atlanta-based company that delivers VoIP, high-speed Internet and Web-based applications to small businesses says it's eyeing a plan to support an IP-PBX (News - Alert) system from the world’s largest maker of software.

Officials at Cbeyond say they’ve forged a partnership with Telecom Brokerage, Inc. to sell solutions with their so-called “BeyondVoice with SIPconnect” as well as Microsoft Corp.’s “Response Point” IP-PBX for small businesses.
The BeyondVoice with SIPconnect service is pre-configured on Response Point, and – under the new deal –TBI sub-agents will provide a complete, combined IP-based phone solution.
According to Brad Linden, vice president and general manager of the indirect channel for Cbeyond (News - Alert), the partnership will expand the distribution of services and allow more small businesses to benefit from his company’s applications.
“TBI and its network of subagents will also benefit from selling an innovative communications solution to a small business market that is constantly looking for solutions that increase efficiencies while managing costs,” Linden said.
Certainly, Cbeyond officials hope the deal will help course-correct a company that – like many other IT-related firms – has seen profit margins decline in this recession.
As TMCnet reported, the company, which uses networking gear from Cisco Systems Inc., saw a huge drop in income for the fourth-quarter of last year, though it posted revenues of $93.9 million for the quarter, up 22 percent from 2007.
Cbeyond’s chief executive officer, Jim Geiger (News - Alert), said the company is producing strong results despite the deepening recession.
“Gross additions were at the highest level in company history during the fourth quarter, customer churn has remained generally stable, average revenue per customer is up year over year, applications used per customer increased to 7.0 from 6.3 in the corresponding quarter of 2007, and we now serve a third of our customers with mobile services, after introducing the product just three years ago,” Geiger said.
TBI also is hoping to benefit from the new deal.
The company’s president, Geoffrey Shepstone, said that establishing a master agent agreement with Cbeyond enables his subagents to resell one of the industry’s leading providers of bundled communications and IT services.
“Cbeyond’s robust portfolio of services better equips our sub-agents to provide small businesses with applications that positively impact their bottom line,” Shepstone said.

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Michael Dinan is a contributing editor for TMCnet, covering news in the IP communications, call center and customer relationship management industries. To read more of Michael's articles, please visit his columnist page.

Edited by Michael Dinan

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