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ENQWEST, a nationwide facilities-based provider
of telecommunications and data network services,
stakes its reputation on exceptional customer service,
value and providing reliable solutions for customers
worldwide. It’s a trifecta that acts as a differentiator
in the business-to-business arena, especially as
organizations’ needs become increasingly complex. To
better meet a fast-changing market, ENQWEST has
grown and evolved its go-to-market strategy during
the last few years – with alternate channels a prime
focal point for the company going forward.
Headquartered in Fairfield, N.J., ENQWEST has a
varied portfolio of voice and data services, including:
hosted VoIP, MPLS, Ethernet, dedicated Internet
access, private lines, video collaboration and managed
security services. It backs it all up with a network
operations center (NOC) staffed with trained voice and
data engineers, who are constantly monitoring the
network and managing tickets in real time, year-round.
“At ENQWEST, our goal is to enable our customers
to improve efficiency and prosper by providing
cutting-edge voice and data communications solutions
while leveraging existing business investments,” the
company says in its mission statement. “Everything
we do is based on providing best-in-class products
and services, while constantly striving to exceed our
customers’ expectations.”
To that end, it also peers with a range of Tier 1
service providers to widen its coverage and ability
to reach and serve end users – a process that it
describes as a push for optimum network design.
As it has built out its footprint and stable of offerings,
ENQWEST has also looked to enhance its relationships
with end users by growing its sales approaches.
“We’ve been expanding our channel strategy
continuously. Initially we began with our direct sales
team,” explained Hagop Belekdanian, CEO at the
company. “Hitting the pavement, bringing in sales
opportunities and generating referral business
– we’ve been broadening our focus on delivering
services via multiple channels by developing our
reseller programs through our agent partners and
wholesale offerings.”
When it comes to the ENQWEST radar screen for
its sales initiatives going forward, the company plans
to continue to develop its multichannel strategy by
refining its offerings and meeting the new needs of
the marketplace as they arise. Part of making that
successful includes consistency.
“We want to make sure that regardless of the
channel, our clients and channel partners continue
to receive the high-quality products, offerings and
support that they’ve become accustomed to,”
Belekdanian said. “It’s important that the customer
experience remains consistent regardless of channel.”
Conventional wisdom says that some portfolio
offerings are more important from a channel perspective
than others. In ENQWEST’s case, the bread-and-butter
offerings for VARs and agents are hosted voice services
and SIP trunks – but the company sees opportunities
throughout its stable of services.
“All of our product offerings are important from
the channel perspective,” Belekdanian stressed.
“There are very few companies that can offer the wide
array of products and services that ENQWEST can
provide. Our aim is to be a one-stop shop for voice,
data, Internet, wireless and collaboration tools.”
The company is investing in channel support
and resources as well. For instance, in an effort to
continuously make things simpler for clients, ENQWEST
has implemented a billing system that provides its
partners with a single bill for all ENQWEST services. This
means that the aforementioned hosted VoIP, SIP trunks,
data, Internet, fixed wireless, mobility and collaboration
tools are all provided on one invoice for end users.
“We’re always evaluating our current product
offerings and looking at ways to improve efficiencies
and simplify processes,” Belekdanian said. “Our goal is
to allow our channel partners to focus on growing their
core businesses while we focus on the technology and
delivering of services. We pride ourselves on being easy
to work with and delivering value to our clients.”
ROFILE
d
s
anaged
Services
IP
Telephony
IP
Telephony
ENQWEST Goes
Multichannel
By
Tara
Seals
51
2016 Directory
|
Channel
Vision