Tangoe Seeks Communications Lifecycle Management Channel Partners

Tangoe Inc. is moving beyond direct sales to increasingly push communications lifecycle management (CLM), mobile device management (MDM) and telecom expense management solutions through the channel. In fact, MSPmentor has learned that the company will be making enhancements to its channel program in the upcoming months.

Overall, Tangoe’s business looks strong. For its Q3 2013, revenue rose 19 percent to $47.6 million and net income was $1.6 million, up from $600,000 in the corresponding quarter last year.

So what’s next? Tangoe Managed Solutions VP Wayne DeCesaris spoke with MSPmentor exclusively. Tangoe’s “channel program with MDM has been good,” he said — but the company plans on enhancing it in 2014.

He noted that improvements to the company’s channel program will include new staff and signing on new partners that can “push software.” DeCesaris would not comment on which positions the company will be seeking in 2014 to improve its channel program.

Additionally, DeCesaris noted that Tangoe’s pricing for MDM is primarily based off a per device model, however, the company does make exceptions for per user pricing. Per device pricing addresses users who have various devices with an array of needs. He did note, though, that Tangoe is keeping an eye on per-user pricing.

Tangoe launched its Mobile Lifecycle Advisory Service in July. The service helps to evaluate how an organization prepares to manage and leverage mobility. Also recently, the company became a registered developer within the Cisco Developer Network, focusing on security and policy management. In addition, Tangoe’s MDM 13.2 has successfully completed interoperability testing with Cisco Identity Services Engine (ISE).