Q&A | July 17, 2014

What Vertical Communications Wants The Channel To Know About Its Merger With Fulton Communications

Bernadette Wilson

By Bernadette Wilson

Vertical Communications merger

Vertical Communications has merged with Fulton Communications. The merger is a little unusual due to the fact that Fulton Communications had been a top-performing Vertical Communications partner, selling in 25 metro markets.

According to Vertical Communications CEO, Peter Bailey, one goal of the merger was growth: “We want market coverage. The merger allowed us to leap frog.”

The new company will operate as Vertical Communications, with Fulton continuing to operate under its existing brand during a transition period. Vertical will continue to sell and support Fulton’s existing multi-vendor product portfolio. The company as a whole will serve customers through both direct and channel sales and service.

So, how will a part-direct-sales, part-channel-sales model work?

Bailey says it already is working.

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