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January 2008 | Volume 11/ Number 1
Disaster Preparedness

Continuity Planning 101 - A Continuing Educational Series

Success is simple. Do what’s right, the right way, at the right time.” — Arnold H. Glasow

Buying life insurance is a contradictory endeavor: a person pays for coverage but hopes never to collect on the benefits. Fortunately, investing in business continuity, SaaS (Software-as-a-Service) and managed services can be one of those projects that pays out a benefit even if a major problem doesn’t surface. This is particularly true for resellers, for some very simple reasons.

First, many resellers have customers that need to establish a business continuity plan, so marketing a solution to the customer is both added revenue plus good customer relations. The customer benefit is protected plus, perhaps, the use of new technology that makes their daily operations more efficient and cost effective. For example, installing a fax server both automates a business operation and provides for redundancy if the same technology is implemented at the backup site. If a customer elects to use a fax service such as that offered by Secure Care Technologies (, they will have services deployed from a different geographic location, adding redundancy to the system. This service also provides for a HIPAA-ready platform for customers in the healthcare industry.

A second key reason is that many SaaS and other hosted services pay referral commissions to resellers or will work out a revenue sharing plan. So even if a reseller cannot currently enter the SaaS or managed services market due to limited resources, they can still generate revenue and protect their current customer base.

The above are only two reasons why resellers should attend ITEXPO East 2008 January 23-25, 2008 at the Miami Beach Convention Center, Miami Beach, Florida ( and visit the DPCF Pavilion. Take some time to learn about the latest in how hosted services (VoIP, FoIP and contact centers), SaaS and other business continuity technologies can be added to your portfolio of products and services.

DPCF Pavilion exhibit space may still be available, so if you’re interested in exhibiting, please contact Joe Fabiano, Global Events Account Director, Tel. (203) 852-6800, ext. 132, Email: [email protected]. Additional information on DPCF activities is on the TMC website at or contact Max Schroeder ([email protected] or [email protected]). IT

Max Schroeder is a board member of the ECA, media relations committee chairman, and liaison to TMC. He is also the Senior Vice President of FaxCore, Inc. Rich Tehrani is the President and Group Editor-in-Chief at TMC and is Conference Chairman of Internet Telephony Conference & EXPO.

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