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Differentiation for the Channel with Mia Distribution

By | CRN

Taking a unique approach to UCaaS for resellers

As the unified communication environment continues to transform and evolve, countless new companies are beginning to get involved in the environment. There’s an opportunity still in this growing market for anyone who can differentiate and offer real value to their customers. Mia Distribution aims to be one of those providers of truly lucrative experiences in the UC space.

Mia Distribution historically started off by supplying end-to-end UC hardware products to companies via the APAC reseller channel, with vendors like Cisco, Poly, Yealink, and Jabra. However, now, the organisation has moved into a new strategy for 2019, creating a brand-new voice enablement strategy for the reseller channel partners who want to offer their end-customers a more comprehensive UCaaS solution. The updated offering from Mia Distribution comes with everything from all-in-one cloud-based billing, to tier 1 carrier interconnect for SIP trunk and more. With their “Channel UC” solution and UCaaS platform, Eclipse (powered by Centile Telecom Applications), Mia Distribution hopes to deliver robust and world-renowned communication solutions.

I connected with the Sales and Product Manager of Mia Distribution, Matt Milne, to learn more about what Mia Distribution is doing to stand out with their UCaaS offering in the Australian marketplace.

Tell Us About Mia Distribution

As companies like Cisco continue to grow, there’s a good chance that we’ll see more small and agile service providers and distributors building out their own competitive solutions. Mia Distribution is just one of the companies entering the market this year. According to Matt, it’s a family-run offering that’s been running for about 8 years now, starting as a telephony distributor before building an end-to-end UCaaSoffering.

“We started to develop more value-added niche skills so that we could home in on something unique. We also have an open-standards approach which fits with any platform”

“The business is really growing with this flexibility, and we can connect with any customer – no matter how big or small.”

Mia Distribution has hundreds of active resellers in their community. Although the organisation came a long way working with and developing through BroadSoft, they knew that they needed to do something different if they wanted to compete, which is why they decided to move to Centile – an agile environment for offering UCaaS. With Centile supporting their Eclipse UCaaS solution, they can provide resellers with a carrier-grade platform that comes packed with value-added applications like contact centre, mobile app integration, and CRM support.

Mia still supports a lot of BroadSoft solutions, but they also found that it’s essential to have something unique to give their partners in the current environment. “With video conferencing from Zoom, Channel UC cloud-based billing, channel SIP, and full auto-provisioning functionality, we can give our resellers everything they need to become service providers in their own right. We’re taking away the complexity of a reliable UCaaS solution.”

How Are You Empowering your Channel Partner Resellers?

Through a selection of cloud-based billing platforms, unique value-added services, and carrier-grade SIP solutions, Mia Distribution aims to make sure that they’re not just a one-trick pony for their resellers. “There’s massive growth in UC throughout Australia now, which means that people can see a lot of value from the solutions that we offer. Mia can offer everything from all-you-can-eat SIP trunk packages to permanent SIP trunk rates and more.”

The focus that Mia has on channel enablement means that resellers can have more direct ownership over the contract that they build with their end users, which drives more power towards the business. What’s more, because Mia started off as a UC hardware distributor, they were able to create relationships with key vendor partners so that they can even offer OpEX-based leasing models on headsets and handsets. The close relationship that Mia has with vendors ensures that they can also speed up the certification processes on new devices.

Mia is making sure that resellers can offer best-in-class endpoints and UC solutions to its customers. The UC platform that they offer has also been thoroughly tested and is constantly supported by the Mia local support team. “Our team can handle all the porting for partners and the back-end infrastructure, while resellers get to choose the functionality and features that they want for their strategy. It’s a very popular model in Australia.”

Is the Eclipse Platform Available Now?

The Mia Distribution UCaaS offering through Centile is the “Eclipse” platform, which is available now, and according to Matt, has far exceeded the company’s expectations. “We’ve got two huge ISPs that are really helping us to scale, and we can provide support to resellers of any size – regardless of whether they’re large or small.”

According to Milne, today’s resellers are looking for alternatives to options like Cisco in the current marketplace, because they want to make sure that they have something that suits their own strategy for UCaaS. The existing Australian space is educating itself about hosted solutions, and they’re getting increasingly interested in the cloud. “The way that we created this platform was to start off by giving exclusivity to 3 larger partners in 2018. This year, we rolled out the commercial platform, which has accomplished amazing things already. It’s growing at about 45% per month – which is huge when you consider that Cisco and Microsoft are there in the background.”

Matt believes that the Mia Distribution offering provides a unique and compelling opportunity for UC endpoint vendors. They’ve been able to make it simpler for any channel partner to get started with one-touch provisioning and easy set-up. This means that channel partners can do amazing things with their offering from the ground up. “With our instant messaging, Zoom for video conferencing, cloud-based billing and carrier-grade SIP trunks, it’s a very compelling platform.”

Additionally, all the while, Mia Distribution is focused on staying agile within the Centile environment, so that it can continue to differentiate.

“The UC industry is an awesome place to be right now; we’ve found it to be an exciting and fast-growing space”

This article appeared on uctoday.com on 9 July 2019, written by Rob Scott

Mia Distribution – Speak to the UC&C specialist

By | CRN

While many disties offer unified communications products and services, Mia Distribution emphasised support, services, and enablement after seeing a market gap.

Recognising that cloud and services could intimidate resellers, Mia “bridges” the old and new ways to resell unified communications and collaboration (UC&C) solutions, says Mia sales manager Matt Milne.

And it presses its vendor partners to offer the “most suitable, end-to-end UC&C solutions” for resellers on the cutting edge so they don’t “get lost in endless vendor lists”.

Going deep with UC&C and engaging with tier-one telcos and service providers offers Mia unique insights into its direction, he says. And through the distie, smaller resellers forge direct wholesale arrangements with service providers at significantly lower cost.

“We view ourselves as a UC&C enabler to the SME market, which has the largest potential for growth.”

By Nate Cochrane 

This article appeared in the August 2018 issue of CRN magazine.

Mia Distribution Strikes national unified comms deal

By | CRN

IT support services provider Computer Troubleshooters has named Mia Distribution as its preferred unified communications supplier.

Mia Distribution will deliver hardware devices, Skype for Business and Office 365 endpoints, networking equipment, unified communications and collaboration platforms, SIP trunking and a cloud-based billing platform to Computer Troubleshooters and support its telco demands.

Computer Troubleshooters is an IT support franchise network with 400 franchises across 28 countries, with more than 110 locations across Australia. The company offers computer and technology solutions to small business owners and private home users.

“We have enjoyed an accelerated growth in sales to a ever-growing MSP channel over the past two years and this partnership gives us access to one of Australia’s largest and most reputable IT support franchises and MSPs,” Mia Distribution sales and product manager Matt Milne said.

By Nico Arboleda – CRN

Mia Distribution partners with unified communications solutions vendor Edgewater Networks – CRN

By | CRN

Mia Distribution has partnered with US-headquartered voice, video and data services vendor Edgewater Networks to bring its unified communications delivery solutions to the Australian channel.

The distie will offer its partners products from Edgewater’s Network Edge Orchestration portfolio, which includes cloud-based products for call quality monitoring, security, traffic shaping and zero-touch provisioning.

Mia Distribution sales and product manager Matt Milne said Edgewater would add to the distie’s Broadsoft and Microsoft quality-of-service offering for channel partners as well as other platforms.

Edgwater’s products, like EdgeView Services Control Centre and EdgeMarc Intelligent Edges, are interoperable with VoIP products from Mia Distribution’s other vendors such as Polycom and Yealink.

“Mia Distribution is excited to be working with Edgewater Networks, a market leader in unified communications,” Milne said. “Edgewater Networks’ Core to Edge solutions bring an incredible value to our channel partners.”

Edgewater global chief executive Dave Norman said he was looking forward to working with Mia.

“The Australia and New Zealand markets are experiencing rapid growth, which presents challenges to service providers to maintain efficiencies and quality in their deployments,” Norman said.

“Mia Distribution’s position as a leading distributor in Australia and New Zealand of VoIP solutions and phone systems is a great fit for Edgewater Networks’ vendor-agnostic platform that delivers hybrid cloud/edge solutions to monitor, secure, and optimise service quality for voice and data.”

Edgewater adds to a handful of new vendors Mia Distribution has partnered with this year, which also includes Engenius Networks and Telycam.

 

By Staff Writers – CRN