The Value Boost Of Carrier Services

Carrier services can bring a lot of value to a VAR’s portfolio by adding a new recurring revenue stream and helping round out a solution provider’s portfolio. But tacking on a telecom practice is easier said than done.

Carousel Industries, an Exeter, R.I.-based solution provider, has had a small telecom practice for nearly a decade, but became serious about growing its carrier services unit about three years ago. That's when the provider brought on longtime telecom veteran Tim Kennedy (pictured) as vice president of carrier services.  With more than 25 years of experience, and stints at both AT&T and Comcast, Kennedy built up the VAR’s telecom practice, an area of Carousel’s business that has seen explosive growth. Over the past three years, revenue for Carousel’s carrier services division has risen 55 percent.

Kennedy shared how he built a business plan for Carousel around telecom services, the cultural changes associated with adding a new recurring revenue stream, and the value-add that carrier services can give a VAR’s portfolio.