MDCOM Discusses the UNIVERGE BLUE Partnership and Explains How Selling Cloud Services Benefits Business

Introducing UNIVERGE BLUE® Early Adopters Series – Where NEC Corporation of America (NEC) honors Channel Partners who were early adopters of UNIVERGE BLUE CLOUD SERVICES and are improving customer care, employee engagement, and business operations. Hear the stories of why our early adopters chose UNIVERGE BLUE for their customers.

MDCOM was first incorporated in 1979 and currently employs staff with over two centuries experience in business communications and technologies.

I recently met with Eric Lutz, President and CEO of MDCOM to discuss the partnership with NEC and his experience being an early adopter of the New Generation of UNIVERGE BLUE CLOUD SERVICES, which is NEC’s portfolio of cloud services.

MDCOM has a long and rich history of offering NEC’s on-premises communications platforms and systems including NEC’s UNIVERGE® SV9000 and the SL2100 Communications Systems. As a long-standing NEC Channel Partner, the decision to be an early adopter of the New Generation of UNIVERGE BLUE was an easy one. Eric explained, “Based on the level of attention we have received over the years and the success our business has seen from selling NEC’s hardware solutions, expanding our relationship with NEC was an easy decision – so we adopted UNIVERGE BLUE as soon as it was released – we came on right out of the gate”.

The Challenge

MDCOM had previously offered hosted telephony to their customers but realized that there were some significant disadvantages to the vendor they chose. Eric described, “The problem that we ran into is that there was way too much heavy lifting based off our infrastructure. We also noticed that we were gaining customers very easily, but we would lose those customers just as easily”. MDCOM wanted to own more of the customer relationship and maintain a strong and close bond with customers, like the way they do with their hardware customers. They wanted to do so without being overwhelmed with backend IT management and implementations.

The Solution: NEC’S UNIVERGE BLUE COUD SERVICES Partner Program

  1. The Ability to Choose a Revenue Model
    Eric appreciated the three options of partner models that NEC allowed him to choose from, but ultimately decided to go with the Revenue Share partner model which allows Channel Partners to stay involved with the customer and even set the sell prices for each customer. “As you know it doesn’t matter if you are selling hardware, software, or services, the technology industry is competitive, so you really have to be aware of your market and your price points. We’re able to adjust our price points based on the market demands with the Revenue Share Model. I think that is number 1 in terms of advantages,” Eric explained. By being able to adjust the margin on the monthly revenue, UNIVERGE BLUE has provided MDCOM’s sellers with more attractive margins and better commissions.
  2. Easily Integrated into all Business Environments
    Trying to integrate hardware into customer environments has become increasingly more complex and challenging. According to Eric, “When you talk about IP Communications and networking multiple systems, there is a great deal of complexity which forces you to continually upgrade your technician skills- but as much as you do- you are always turning the corner to a new issue”.

    After explaining some of the challenges MDCOM faced with being a hardware provider, Eric went on to highlight ease-of-use and simplified management that UNIVERGE BLUE has to offer. Eric expressed, “[UNIVERGE BLUE] CLOUD has been a breath of fresh air from the technical and implementation perspective. We now have insight down to the button level of a customer’s end points. We can control the users, passwords, automated attendants, time zones, and call recording. We log in from anywhere and we have insight into every single customer and user device, and we can make changes or add services for a customer at any time.”

  3. A Better Bond with Customers
    Eric compared the relationship that he now has with his UNIVERGE BLUE customers to the relationship that he has with his hardware customers. When you provide hardware to a customer, you are with them for a very long time due to the long lifespan of on-premises systems, NEC’s in particular. With UNIVERGE BLUE, MDCOM was able to maintain a strong bond with their customers, like the bond they have as a hardware provider. Being able to provide the first line of support and continue to manage the relationship with the customer has created a “stickier” long-term relationship with customers, according to Eric.
  4. Feature Capabilities and Easy Implementation
    Another aspect of UNIVERGE BLUE that has benefitted MDCOM and their customers is the ease of implementation when it comes to feature enhancements. With on-premises hardware, if a customer wanted to add a feature or update endpoints, the process could be highly labor intensive and expensive. With cloud services, Eric can simply go into the UNIVERGE BLUE management portal to add any specific feature to every endpoint in a customer location as well as scale up or down as needed. “That type of feature invigoration has really been a huge plus. The deployment could not have been simpler,” Eric said.

    MDCOM launched UNIVERGE BLUE in April 2020, during the height of the COVID-19 Pandemic lock downs. During this time, MDCOM did not have their normal complement of field technicians out on the road, but according to Eric, they were still able to deploy systems. “Phones were getting drop shipped to customer locations and it was very easy for them to plug in the instruments; we did everything in the back office. Being able to install over a dozen systems without having a technician cross a customer’s doorway was a huge benefit to us,” Eric explained.

  5. Quick and Painless Quoting
    With the BLUE quoting tool, the ability to provide a customer with a very professional looking proposal with accurate pricing is seamless according to Eric. Adding one-time services and/or monthly services is as easy as a click of a button. Once you create and confirm the quote, the tool will automatically send your customer proposal via e-doc, the customer signs the doc, which then allows the sales rep to immediately create and provision the account. “It’s just been one of the most seamless deployments that we’ve been able to be a part of,” according to Eric.

The Result

MDCOM has found that selling UNIVERGE BLUE is very easy. It’s robust feature and solution capabilities make NEC a one-stop-shop for fully integrated cloud services. “Customers appreciate having everything integrated into one single application. UNIVERGE BLUE has solved much of the application fatigue that customers are facing as they switch back from countless different applications daily”. In addition to this, “People know that NEC offers the most reliable and secure communications and IT solutions, they trust the name brand, and they trust that they will be taken care of with NEC’s UNIVERGE BLUE CLOUD SERVICES. When I walk into a customer account that has used NEC in the past, they are excited to have a conversation about NEC”. Overall, NEC’s UNIVERGE BLUE CLOUD SERVICES has allowed MDCOM to improve their revenue stream, expand their solution offering into customer accounts, and control their customer relationships.

“The UNIVERGE BLUE launch has been the best rollout that I have been a part of as an NEC partner for well over 10 years now. NEC’s UNIVERGE BLUE has been our easiest adoption of any new program, product, or solution by far.”
– Eric Lutz, President of MDCOM.

What Will the Future Bring for NEC UNIVERGE BLUE and MDCOM?

MDCOM will continue to sell UNVERGE BLUE CLOUD SERVICES while owning their customer relationship in addition to offering NEC’s on-premises portfolio as they adjust to a Monthly Recurring Revenue (MRR) model with cloud. MDCOM is excited to see what other features and solutions are released within the UNIVERGE BLUE CLOUD Portfolio down the road.

For more information on how you can become a UNIVERGE BLUE Channel Partner and begin realizing the unlimited benefits and high-margins that come with being a cloud provider, visit https://www.univergeblue.com/partners today. For any questions about the program or to meet with a UNIVERGE BLUE Partner Program Representative, submit your information to us and we will get back to you shortly.

2020 Disruptions Propel NEC’s Digital Transformations

NEC’s 2020 Innovations Increase Safety, Business Continuity and Digital Transformations

Challenging and chaotic are choice words to describe 2020. But during the healthcare crisis and weather emergencies, everyday heroes emerged.

We applaud the frontline workers, healthcare providers and first responders. We also recognize IT and telecommunications professionals, network administrators and data managers who supported critical technology infrastructures.

The immense disruptions in 2020 propelled innovations in the way we live and work. While NEC is continuously advancing in the areas of communications, security, collaboration platforms and customer experience, we redoubled our efforts last year.

Safer, secure contactless touchpoints
As we move forward, public health and safety remain top priorities. For individuals and organizations, technologies that support both frictionless access and social distancing measures are now more important than ever.

That’s the reason we prioritized development of “touchless” touchpoints to reduce the spread of infectious diseases. Our revolutionary approach to Digital Transformation (DX), NEC I:Delight, includes an advanced, secure and scalable platform to support contactless, yet robust customer experiences.

Although we began our journey toward touchless technology long before the current crisis, the COVID-19 pandemic reinforces our commitment to continue advancing our biometric and AI solutions for aviation, immigration, retail and hospitality industries, healthcare, education and more.

Screening travelers to ensure health and security
A highlight of 2020 is the Hawaii Department of Transportation selecting an NEC-led team for deployment of a thermal screening solution at all five state-run airports.

NEC NeoFace® Thermal Express leverages thermal sensing and facial recognition technologies to detect elevated body temperature (EBT) and alert screeners to anyone with a temperature of 100.4 or greater.

In addition, we introduced a partnership with SITA, a global provider of IT and communications infrastructure for 80% of the world’s airports. NEC’s Advanced Identity Matcher – Edge Source (AIM-ES) technology uses the most accurate face matching algorithms as validated by the National Institute of Standards and Technology (NIST).

In combination with our NeoFace algorithm, we deliver an all-in-one solution capable of creating recognition galleries and templates as well as providing identity matching and scoring. It easily integrates with the SITA Smart Path whole-journey identity management solution, which creates a specialized application for airport travelers. Because NEC’s I:Delight uses an individual’s unique ID, it is more secure than other online money transfer services.

New generation cloud communications and collaborations
The way businesses work has changed. Corporations must be flexible and ready to adapt to teleworking at a moment’s notice.

For 120 years, NEC has pioneered Information and Communications Technologies, including Smart Enterprise cloud computing and Unified Communications as a Service (UCaaS). As the current global market share leader in on-premises business phone systems, we were pleased to announce a global partnership with Intermedia, a leading provider of cloud-based communications solutions.

Our collaborations with Intermedia launched a new generation of our UNIVERGE BLUE® cloud communications portfolio. The new UNIVERGE BLUE CONNECT and UNIVERGE BLUE ENGAGE solutions are reliable and easy to deploy, while remaining highly scalable and extremely cost-effective.

In addition to advancing business continuity, more employees will be able to work safely from home while increasing their productivity. The new UNIVERGE BLUE is also easy for channel partners to sell, install and support.

Resellers, check out 8 Great Reasons to Become a UNVERGE BLUE Channel Partner.

Reduce telecommunications costs
With the surge in network connectivity requirements, businesses are looking for ways to control costs while maintaining reliability and security.

We launched Network Connect to help cut enterprise telecommunications costs up to 30% or more annually. The intelligent call routing solution uses AI and machine learning to establish the most optimal call path from hundreds of global carriers.

You don’t need to invest in additional infrastructure or change anything about your business operations. NEC’s Network Connect is the first call-routing solution that gives enterprise access to the wholesale telecom market.

NEC Visionary Week
Another area that we reimagined in 2020 is NEC’s iEXPO. NEC Visionary Week was a virtual event packed with powerful insights to fuel future decisions. Featuring global problem solvers and tech influencers, the agenda included ideas for conquering COVID-19 and carving out a new normal, harnessing AI, 5G and digital transformations to improve economies, business operations and our societies.

If you missed Visionary Week in December, you can still watch the enlightening content on-demand until January 30th. Click here to sign-up now.

As we look forward to 2021 and beyond, we thank you for your partnership. Our commitment to innovations, digital transformation, safety, security and business continuity remains steadfast. Working together, we can build greater agility and resilience in enterprise systems to create a healthier future. Happy New Year!

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Calling All Resellers: 8 Great Reasons to Become a UNIVERGE BLUE® Channel Partner

Earlier this year, NEC introduced the new generation UNIVERGE BLUE® cloud unified communications, collaboration, and contact center portfolio for our Channel Partners in the US and Canada. As a company that has always prided itself on building strong relationships with our channel partner community and delivering true innovation, the launch of UNIVERGE BLUE was an exciting move to deepen our roots in the cloud market and provide new revenue streams for our channel partner community.

There has never been a better time to become a UNIVERGE BLUE Channel Partner. For starters, the demand for flexible, adaptable Unified Communication as a Service (UCaaS), web based Collaboration, and Contact Center as a Service (CCaaS) is stronger than ever. NEC’s award-winning UNIVERGE BLUE features a full suite of cloud services ranging from integrated phone system, video conferencing and collaboration, webinar, chat, file sharing, and omni-channel contact center to backup & disaster recovery.

In addition, NEC recognizes that a successful partnership needs to positively impact our channel partner’s bottom line. NEC’s unique, award-winning channel partner model is designed to enhance our channel partners’ profitability and provide enough flexibility to win against your competitors.

Here are 8 great reasons to become an NEC UNIVERGE BLUE Channel Partner today:

  1. On-premise, cloud, or hybrid – the choice is yours. NEC is committed to providing the best solutions for our end users and channel partner resellers. With on-premise, cloud, or hybrid solutions, we make sure it is always the best fit for our channel partners and their customers.
  2. Your success is our success. NEC provides channel partners with a dedicated UNIVERGE BLUE team whose sole purpose is to seek out opportunities to pass along to you. NEC’s large on-premises customer base provides a ready-made market for transition to UNIVERGE BLUE.
  3. Choose the partner business model that works for you. With three different go-to-market models (Customer Ownership, Revenue Share, and Agency), UNIVERGE BLUE channel partners can choose the model that fits best for their business. Unlike other vendors, you can choose to control your branding, your billing, and your pricing. You can maintain ownership of your customers.
  4. Own your relationships, maximize your profits and increase the value of your business: By owning the customer relationship, you create real business value (5x) over getting commissions alone. By building a monthly recurring revenue stream, while owning the customer relationship, the value of your revenues could increase by up to 30x over an on-premise model.
  5. Gain access to one of the broadest cloud services platforms globally. With over 10 cloud service offerings, UNIVERGE BLUE is a simple, reliable, and cost-effective solution. In addition to UCaaS, UNIVERGE BLUE offers CCaaS, BaaS, UCaaS with file sync, chat, video collaboration, webinar, CRM integrations, BACKUP & RECOVER as a service, and more.
  6. Ensure your customers are safe and secure: NEC provides transparent, up-to-date information on network operations, security, privacy, and compliance. Our 99.999% uptime guaranteed SLA offers a 100X better uptime commitment than most other providers.
  7. NEC makes it easy – from quote to cash. NEC’s specialized, cloud and vertical industry subject-matter experts actively assist channel partners across the entire customer lifecycle: marketing, sales, support, deployment, integrations, migration, + more.
  8. When you partner with NEC, we have your back. As a trusted global technology leader, NEC Channel Partners have access to our expertise and world-class technology solutions. Our channel partners’ success is always our priority – NEC works for you.

NEC’s UNIVERGE BLUE® CLOUD SERVICES are tailor-made for Channel Partners to sell, install, and support. UNIVERGE BLUE was designed from the ground up with input from Channel Partners and with the goal of making it easy for Channel Partners to sell cloud services and become more profitable.

With UNIVERGE BLUE our channel partners can control their prices, own their customer relationships, and maximize their recurring revenue. To learn more about becoming a NEC UNIVERGE BLUE Channel Partner, visit https://www.univergeblue.com/partners.

Star Alliance Biometrics streamlines boarding process with NEC I:Delight identity management platform

Star Alliance Biometrics launched last month, giving loyalty customers of the world’s largest global airline alliance a quicker, cleaner path through airports in Frankfurt and Munich, Germany. Lufthansa and SWISS International are the first airlines to implement Star Alliance Biometrics. In time, Star Alliance plans to make the service available to all 26 of its member airlines. NEC is proud to be the technology partner powering the new service with the NEC I:Delight identity platform software.

Star Alliance has a strong reputation for innovation in the airline industry. Upholding its commitment to listen to customer expectations and elevate the customer experience with cutting-edge solutions, Star Alliance decided two years ago to leverage NEC’s biometric and identity management platform to accelerate airport processes and alleviate bottlenecks.

That forward-thinking objective positioned Star Alliance as a problem-solving leader during the current pandemic, to use contactless biometrics to create hygienic, touchless checkpoints. Travelers who opt-in to use the Star Alliance Biometrics service simply check-in at each kiosk with a selfie rather than handling physical documents face-to-face with airport personnel.

As Star Alliance CEO Jeffrey Goh recently stated in a joint press release with Lufthansa Group, “Biometrics solutions are important as we move forward for the industry and for airports. First and foremost, it will offer a seamless customer experience. Second, it will offer the hygiene safety experience that customers are expecting coming out of the coronavirus crisis. But importantly, for many, many airports, infrastructural constraints have been a problem. And biometrics solutions will take away those infrastructural concerns.”

Register once, use often

As the Star Alliance Biometrics service expands over time, it will be interoperable among participating airlines and airports. As Alliance members adopt the technology and as air travel rebounds for the “next normal,” customers will be able to move seamlessly across the growing global network with a single secure digital ID.

Loyalty program members may opt-in using an app to scan their passports and snap a selfie. NEC technology validates the authenticity of the passport and the traveler’s biometrics to prevent spoofing or identity theft. NEC I:Delight is developed with privacy in mind, and this commitment to customer security and privacy was a key factor in Star Alliance’s decision to develop its platform with NEC.

Participants control their digital ID by selecting the partners who may access it. At the airport, authentication is intuitive in any language: Passengers face an integrated camera in a kiosk at the security zone and boarding gate.  In the blink of an eye, the identity platform checks passengers against the saved flight manifest data, quickly producing a prompt for the traveler to continue through the checkpoint or to check-in with security or an airline agent.

The NEC I:Delight platform’s capabilities can also be extended to assist with Wayfinding in airports and enable Face Pay for purchases at duty free stores. Face Pay uses the same NEC protections for secure access to a participant’s account. Beyond the airport, the entire travel ecosystem can be enhanced with I:Delight by implementing face recognition in hospitality, retail, entertainment, car rental and other transportation.

Biometrics in the face of COVID

Face coverings create a challenge for many face recognition algorithms. Some masks cover more than half of a face, and this pandemic has seen a surge of new face mask styles, textures and patterns. NEC continually invests in improving its biometric algorithm – already the industry’s fastest and most accurate – and NEC has risen to the challenge.

The NEC face matching algorithm has proven its accuracy even with a face mask. Identity verification can occur in as little as 1.5 seconds –much faster and more accurate than human analysis with the face mask lowered.

NEC’s commitment to innovation over its long history and our consistent top ratings across biometric solutions led Star Alliance to choose NEC as the technology partner for its biometrics platform. CEO Jeffrey Goh says Star Alliance wanted a reliable partner that could give airline members confidence that they will continue to have secure and forward-thinking solutions that support the alliance’s reputation as a technology leader.

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What’s New with BLUE? Introducing UNIVERGE BLUE BACKUP for Salesforce

Earlier this year, Salesforce announced the retirement of its Data Recovery Services, stating that “the data recovery process does not meet [its] high standards for customer experience due to the length of time and reliability of the process.” Now, many organizations are left without a solution to protect their valuable data against the ever-growing risk of a cyberattack.

To address this need, NEC recently introduced UNIVERGE BLUE BACKUP and RECOVER for Salesforce. With UNIVERGE BLUE BACKUP and RECOVER for Salesforce, organizations can consolidate and protect all data at the enterprise level. The solution provides reliable backup and protection of all Salesforce data, including standard and custom objects, documents and attachments, and Salesforce CRM content, files and metadata.

Salesforce identified two primary reasons for retiring its Data Recovery Services: restoration time and data integrity. The company stated that the restoration would take at least 6-8 weeks, and they were experiencing difficulty restoring data; therefore, it could not guarantee 100% data recovery.

NEC understands there are immense liability issues if the provider cannot guarantee the restoration and accuracy of data. Additionally, compliance standards, such as the California Consumer Privacy Act (CCPA) of 2018, requires that the proper compliance protocols are in place, including where data is located, who has access to the equipment and data, and the chain of custody of who has accessed the data.

UNIVERGE BLUE BACKUP and RECOVER for Salesforce ensures consistent corporate compliance through standardization and simplifies the overall backup and recovery processes. The solution ensures that all Salesforce data is backed up in accordance with the organization’s overall backup policy and reported through standardized corporate policies that ensure compliance. It also consolidates all server, application, client and Salesforce data into a unified environment – providing a better, more secure way to work.

UNIVERGE BLUE BACKUP and RECOVER is built on award-winning NEC HYDRAstor® Storage technology, industry-leading CommVault® BACKUP Software, Iron Mountain® Data Centers, and is complemented with daily reports and always-on monitoring. The solution is highly scalable and flexible, delivering backup strategies that can scale with an organization’s evolving needs.

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