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JULY - AUGUST, 2020 EMERGENT 8 Hot for IoT MSPs find natural fit in managed IoT By Martin Vilaboy BUYERS SIDE 16 The WFH Buyer’s Guide Products and services for the new normal By Martin Vilaboy CORE COMMUNICATIONS 22 UC’s Immunity Unified communications sales maintain health through pandemic By Martin Vilaboy 24 Cashing in on Collaboration Collaboration now a major focal point across all verticals By Gerald Baldino MOBILE & WIRELESS 28 Snom Expands DECT Mobility Solutions in U.S. By Gerald Baldino 30 Spectrum Brings Mobile to the Channel By Gerald Baldino XAAS 32 Physical Fit Comstar offers partners a path to physical security sales By Martin Vilaboy 34 The New Power Couple UCaaS + SD-WAN go hand in hand By Martin Vilaboy CHANNEL MANAGEMENT 40 Star2Star Takes Swift Action in Face of Pandemic By Gerald Baldino CYBERPATROL 42 When Old Ways Don’t Work Cybersecurity partners must de- velop an ecosystem-led mindset By Uri Levy 51 THE 2020 VISIONARY SPOTLIGHT AWARD WINNERS 53 Overall Excellence Awards 56 Business Technology Awards 65 Service Provider Enablement Awards 6 Editor’s Letter 46 ICYMI 50 Ad index CONTENTS Volume 19 – Issue 4 4 CHANNEL VISION | July - August, 2020