58 As it enters its 21st year, New Horizon Communications (NHC) has forged its reputation as THE Communications STACK Provider. Recently, ChannelVision sat down with NHC’s vice president of marketing and business development, Glen Nelson, to learn what makes the company so special. ChannelVision: Congratulations on the recent 20th anniversary of NHC. Let’s start with some company background. Glen Nelson: We’re celebrating 20 years of supplying communications solutions to customers and partners. Starting a company during the “dotcom bust” with no resources was tough, but Bob Fabbricatore, Steve Gibbs and I had mutual experience and a common vision. We worked together for years under Bob’s leadership, learning the value in exceptional service, account management and selling skills, plus having a reputation as enthusiastic, “standup” people. We marketed exclusively through independent agent partners to deliver the best customer/partner experiences. From our beginning as a “master agent” with a handful of folks, to selling and supporting THE STACK in the U.S. and Canada 20 years later, the key to success – and our core value proposition for customers and partners – hasn’t changed. It starts with all of us at “Team NHC.” People buy from those they like and respect. Customers want to harness forever-evolving technology to improve communication. They expect solutions be rightly engineered, competitively priced, correctly installed, accurately billed and 24x7 serviced. Partners want all of that for clients, plus competitive commissions and personalized sales support. CV: What goes into being THE Communications STACK Provider? GN: For years, we focused on managing delivery, billing, service and repair. Then, customers and partners wanted more than access solutions. About 10 years ago, we bought Meta- Switch soft switches, building/managing newVoice VoIP solutions. We offer managed services. We’re more than an aggregator – we’re an aggregator, VAR, network integrator and MSP. We’re not just a communications services provider … we’re The STACK Communications Provider. This is based on three layers: anything associated with network access, overlay services and our growing managed solutions list. CV: What are the partner opportunities with NHC? GN: We’re 100 percent partner driven. Our resources aren’t divided between a direct/indirect salesforce. Every NHC team member focuses on getting the best experience for the customer and partner, including online portal access for individual customers and TSBs that track orders, repairs, inventory, billing and – for partners – commissions. There’s also administrative portals for VoIP and networkmanagement solutions. We tell our partners that we “get you to yes” faster with sales support. Our technical sales, quote and channel teams work closely with partners to design/price solutions, then work through contractual terms to win the business. Project managers work closely to get solutions installed and running, building longterm relationships with partners. Ongoing support is covered by our Customer Care and Repair team. We also run custom partner training, plus periodic webinars featuring NHC solutions. What makes us unique? Our STACK solutions, competitive pricing, great commissions, partner incentives and exceptional customer care. CV: Any specific technology you want to highlight? GN: We’ve rolled out four segments to our partners in the last quarter. There’s our family of POTS solutions, to meet customer demand. Our newVoice VoIP POTS service, Cable POTS with battery backup, traditional LEC POTS and Wireless POTS are available in the U.S. and Canada, and meet all FLS requirements. We also enhanced our newVoice UCaaS solutions, began offering 5G fixed wireless access nationally and witnessed the trend of the customer return-to-office, creating high demand for our SD-WAN with Managed Security. CV: What can we expect from NHC, in the channel, over the next couple of months? GN: We’re a top 10 solutions provider to 3/5 of the largest TSBs, and we’ll continue to support our strategic relationships. We want to make it 5/5. Then – for five days in January – we’re taking our whole team and their significant others on a cruise to Cozumel, celebrating NHC’s 20th anniversary! o For more information on NHC: THE Communications STACK Provider, be sure to visit www.nhcgrp.com or call (855) 600-4NHC. PROFILE By Brady Hicks CORE COMMUNICATIONS NHC Celebrates 20 Years with Continued Momentum NHC’s Glen Nelson A ChannelVision chat with Glen Nelson, NHC’s VP of Marketing & Business Development CHANNELV ISION | SEPTEMBER - OCTOBER 2022
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