4 2022 VISIONARY SPOTLIGHT AWARDS | CHANNELV ISION RapidScale RapidScale, a Cox Business company, partners introduce complex deals that drive average revenue per opportunities. RapidScale’s SD-WAN practice has exploded over the past two years enabling the company to sell alongside partners that had not been selling cloud or managed IT. RapidScale ensured its partners were ready for changes that came from Microsoft’s New Commerce Experience (NCE) with in-depth partner training, detailed documentation, articles and open communication. The RapidResponse Support team permits partners’ clients to come directly to RapidScale for support. Schneider Electric Launched in March 2021, Schneider Electric’s Edge Software and Digital Services Program is for partners interested in adopting managed services. Based on survey feedback, partners responded that revenues increased by 30 percent per transaction after adding managed services to their business practice and the transition to a managed power services model added revenue at a critical time – the pandemic – for partners. Additional benefits include the Deal Registration Program, which is designed to increase profitability for full infrastructure solutions. Telesystem The Telesystem Partner Program provides brokers and distributors maximum flexibility when leveraging the company’s portfolio of products and 24/7 U.S.-based customer support team. Telesystem collaborates with its trusted partners to design customized networking, communication, and managed security solutions to address business-specific needs of SME customers. The Telesystem Partner Program is built around its nine Elite Brokers and fueled by thousands of distributors that receive competitive and timely payments, premium presale support from regional and national channel managers and ongoing best-in-class service and support. Viirtue Viirtue’s channel program enabled service providers to become digitized with little to no barrier to entry. Viirtue’s ViiBE platform provides a mobile first e-commerce experience to end users, as well as all workflows necessary to run a CSP business including wholesale procurement, quoting, e-signature, invoicing, automated usage rating, tax automation and more. Application is free for Viirtue channel partners. WorkStride Humanscale needed a CSP to help re-build and manage its B2B channel sales incentive programs. Humanscale needed tools for permissioned controls for different audiences, more automated sales claims collection and validation, timely reward payouts and redemption optionality. The program was built for repeat channel partner usage. Engaging modules and trackers were built into the program solution and incentives targeted to specific audiences based on attributes like location. The automation and strategic design of the platform helped the program scale and pivot to changing market conditions, resulting in more than 400,000 products sold (6,000 percent increase from 2020) and more than $5.3 million (5,000 percent increase) in payouts throughout 2021. Network Infrastructure Innovation of the Year Console Connect by PCCW Global Console Connect’s Network-as-a-Service (NaaS) platform provides scalable, flexible and secure networking and a suite of applications designed to simplify complexity and help businesses thrive among an increasingly interconnected ecosystem of digital supply chains, partners and channels. Console Connect’s PartnerConnect program has the Console Connect platform at its core to equip partners with access to agile network services, applications and a sales and marketing tools to drive revenue growth and customer success. Console Connect allows users to self-provision private, high-performance connections among a global ecosystem of enterprises, networks, clouds, SaaS providers, IoT providers and application providers. Innovation in Digital Transformations Granite In 2021, Granite acquired EPIK and later introduced Granite EPIK, a next-generation managed POTS replacement service that helps companies transform their networks to IP while supporting business-critical lines that rely on legacy TDM landlines. Granite EPIK is a managed facilitiesbased voice network device and provides a POTS alternative that is compatible with fire, safety and virtually all other analog devices. Based on a Class 5 Softswitch, the Granite EPIK Edge device emulates a central office, delivering service quality and reliability. MNJ Technologies Ignyte, MNJ Technologies’ digital transformation business launched in late January, uses the talents and skills of the company’s engineering team and IT experts to focus on future-proofing mid-market customers’ businesses through digital transformation. Ignyte’s cloud services team works with customers to design, build and operate turnkey cloud solutions. The main differentiator with Ignyte is a more pragmatic process that drives risk mitigation through more complete assessments and greater access to proven talent and technology. Key practice areas include cloud, security, technology sourcing, networking, unified communications and SD-WAN.