Category Archives for "Managed Services News"

Apr 09

Dynamic Quest Acquires Integrated Solutions, Marking 7th Acquisition in 3 Years

By | Managed Services News

The acquisition, Dynamic Quest’s seventh, will expand the company’s geographic presence into Alabama.

Spire Capital-backed Dynamic Quest just completed the acquisition of Integrated Solutions, a Birmingham, Alabama-based MSP.

This is a strategic move by Dynamic Quest, led by CEO and founder Javier Gomez. The company is firmly positioning itself as a regional leader in the southeastern U.S. This marks the seventh acquisition for Dynamic Quest since its partnership with Spire Capital in the first half of 2018.

Integrated Solutions brings to the partnership managed IT, disaster recovery and cybersecurity services across a wide variety of other verticals. The company also brings with it a seasoned and strong customer base. The Integrated Solutions team members will join their new company and continue to serve the Alabama market.

Dynamic Quest's Javier Gomez

Dynamic Quest’s Javier Gomez

“Dynamic Quest is very fortunate to have the Integrated Solutions team join our … family,” said Javier Gomez, CEO of Dynamic Quest. “Curtis Woods and Aaron Woods at Integrated Solutions have done a terrific job growing the business and building a strong reputation as a customer-focused and dependable IT team. We are looking forward to the next phase of growth together.”

The transaction will expand Dynamic Quest’s presence into Alabama. It will also provide the ability to cross-sell a broader base of products and services to Integrated Solutions customers. The company will look to leverage its infrastructure, including its data center, centralized delivery team, and sales and marketing initiatives to enhance service solutions for end clients and accelerate growth.

Apr 09

AT&T, Telarus, MicroCorp Vet to Lead RSI’s Channel

By | Managed Services News

The MSSP entered the channel in early 2019.

Renaissance Systems Inc. (RSI) just promoted Trish Kapos to channel chief to grow the MSSP’s channel distribution model.

Kapos joined RSI in July 2019 and serves as its vice president of sales and marketing. As channel chief, she will further develop strategic alliances within its growing partner base and retain marketing responsibilities.

RSI has been delivering custom software and IT for 40 years. It entered the channel in early 2019 with compliance and cybersecurity assessments.

“I’ve actually been operating as the channel chief in my current role,” Kapos said. “Our approach to compliance and security has evolved over the last two years since we entered the channel. Last year alone, RSI completed more than 125 compliance risk assessments. And as a direct result of the remediation from those assessments, our managed services and IT revenues grew as well. We have strong footing, we know our brand, we know our story, so now it’s time to double down on our partners and scale our program with someone solely focused on the mission of growing channel partners.”

Channel-First Distribution Strategy

RSI is a “strong believer of ecosystem selling and delivery,” and will continue its channel-first distribution strategy, Kapos said.

RSI's Trish Kapos

RSI’s Trish Kapos

“What we always try to find is synergy with other organizations that demonstrate the same passion for operational excellence and client experience,” she said. “That approach takes time, but yields lifelong partners and clients. Additionally, we aim to package our products and professional services in a channel-friendly manner for recurring revenue and additional services. We will continue to innovate in the areas of trusted advisor enablement rather than just pre-sales activities. RSI will be a significantly larger organization as a result.”

Since joining RSI, Kapos swiftly rebranded the MSSP and built the company’s sales operations and partner-centric program to support the master agent channel. Due to demand for its compliance services, RSI refined its processes and added several other security offerings. Those include third-party risk management, security architecture services and cybersecurity program management.

As channel chief, Kapos will assist channel partners in developing cybersecurity practices.

“Excellent client experience reigns supreme at RSI, but from an operational perspective, it’s developing partner relationships in a manner not being done in the channel,” she said. “What we like to do is take partner organizations that simply sell security products alongside their menu of other services, and convert them into strategic security sellers who can solve the business program. We assist with marketing strategy, business process improvement, automate their operations and help them build a security practice that yields net new clients for both of us. Most often, suppliers invest in presales support and tools. But we see that approach becoming less and less effective. Partners need these additional services to stand up a security practice that will thrive in the long run.”

Tech Sales and Marketing Experience

Kapos has more than 25 years’ experience in technology sales and marketing. She started her channel career at AT&T. Prior to RSI, Kapos’ most recent channel positions have been in marketing leadership for Telarus and MicroCorp.

“We have yet to see a competing security approach or a solution like ours, with all the documentation and project management to support it,” she said. “All security providers bump into one another at some point. But what the client ends up buying is the relationship they favor and the security approach that resonates with them the most. This is why we continuously beat the drum internally about client experience. Our approach is efficient. We do not present cookie-cutter deliverables and we don’t operate from a template. It’s always custom, always addresses the larger business problem. Our deliverables are well-documented and it always produces a client road map for continuous improvement. That is rarely the objective, much less the outcome, of the competitor offers we’re up against.”

David Burgeson is RSI’s CEO.

“Trish’s deep understanding of the channel and her keen ability to execute has been critical to RSI’s enormous growth,” he said. “Her empathic approach to helping RSI’s channel partners has equally contributed to their successes as well.”

Apr 09

AT&T, Telarus, MicroCorp Vet to Lead RSI’s Channel

By | Managed Services News

The MSSP entered the channel in early 2019.

Renaissance Systems Inc. (RSI) just promoted Trish Kapos to channel chief to grow the MSSP’s channel distribution model.

Kapos joined RSI in July 2019 and serves as its vice president of sales and marketing. As channel chief, she will further develop strategic alliances within its growing partner base and retain marketing responsibilities.

RSI has been delivering custom software and IT for 40 years. It entered the channel in early 2019 with compliance and cybersecurity assessments.

“I’ve actually been operating as the channel chief in my current role,” Kapos said. “Our approach to compliance and security has evolved over the last two years since we entered the channel. Last year alone, RSI completed more than 125 compliance risk assessments. And as a direct result of the remediation from those assessments, our managed services and IT revenues grew as well. We have strong footing, we know our brand, we know our story, so now it’s time to double down on our partners and scale our program with someone solely focused on the mission of growing channel partners.”

Channel-First Distribution Strategy

RSI is a “strong believer of ecosystem selling and delivery,” and will continue its channel-first distribution strategy, Kapos said.

RSI's Trish Kapos

RSI’s Trish Kapos

“What we always try to find is synergy with other organizations that demonstrate the same passion for operational excellence and client experience,” she said. “That approach takes time, but yields lifelong partners and clients. Additionally, we aim to package our products and professional services in a channel-friendly manner for recurring revenue and additional services. We will continue to innovate in the areas of trusted advisor enablement rather than just pre-sales activities. RSI will be a significantly larger organization as a result.”

Since joining RSI, Kapos swiftly rebranded the MSSP and built the company’s sales operations and partner-centric program to support the master agent channel. Due to demand for its compliance services, RSI refined its processes and added several other security offerings. Those include third-party risk management, security architecture services and cybersecurity program management.

As channel chief, Kapos will assist channel partners in developing cybersecurity practices.

“Excellent client experience reigns supreme at RSI, but from an operational perspective, it’s developing partner relationships in a manner not being done in the channel,” she said. “What we like to do is take partner organizations that simply sell security products alongside their menu of other services, and convert them into strategic security sellers who can solve the business program. We assist with marketing strategy, business process improvement, automate their operations and help them build a security practice that yields net new clients for both of us. Most often, suppliers invest in presales support and tools. But we see that approach becoming less and less effective. Partners need these additional services to stand up a security practice that will thrive in the long run.”

Tech Sales and Marketing Experience

Kapos has more than 25 years’ experience in technology sales and marketing. She started her channel career at AT&T. Prior to RSI, Kapos’ most recent channel positions have been in marketing leadership for Telarus and MicroCorp.

“We have yet to see a competing security approach or a solution like ours, with all the documentation and project management to support it,” she said. “All security providers bump into one another at some point. But what the client ends up buying is the relationship they favor and the security approach that resonates with them the most. This is why we continuously beat the drum internally about client experience. Our approach is efficient. We do not present cookie-cutter deliverables and we don’t operate from a template. It’s always custom, always addresses the larger business problem. Our deliverables are well-documented and it always produces a client road map for continuous improvement. That is rarely the objective, much less the outcome, of the competitor offers we’re up against.”

David Burgeson is RSI’s CEO.

“Trish’s deep understanding of the channel and her keen ability to execute has been critical to RSI’s enormous growth,” he said. “Her empathic approach to helping RSI’s channel partners has equally contributed to their successes as well.”

Apr 09

Ujet, Peerless Network Enter Master Agent Agreements with PlanetOne, Intelisys

By | Managed Services News

Ujet’s channel partner program supports strategic business partnerships, master agents and integrators.

The latest master agent partnerships in the channel are PlanetOne joining the Ujet Channel Partner Program, and Peerless Network partnering with Intelisys.

As a new Ujet master agent, PlanetOne will provide its agents and solution provider partners full access to Ujet’s cloud contact center platform and features. Partners can also access the new Ujet Virtual Agent. It provides conversational artificial intelligence (AI) to empower both customers and contact center agents.

Vasili Triant is Ujet’s COO.

Ujet's Vasili Triant

Ujet’s Vasili Triant

“PlanetOne’s growing network of channel partners across the United States, along with its focus on both the partner and customer experience, makes them an ideal master agent for Ujet and our rapidly expanding channel partner program,” he said.

Ujet’s channel partner program supports strategic business partnerships, master agents and integrators.

Chris Werpy is PlanetOne‘s COO.

PlanetOne's Chris Werpy

PlanetOne’s Chris Werpy

“We are excited to add Ujet’s CCaaS 3.0 to PlanetOne’s growing technology portfolio,” he said.

Peerless Network-Intelisys Master Agent Partnership

Peerless Network joined Intelisys’ supplier partner portfolio. Intelisys partners get access to Peerless Network’s voice services and all-IP network.

Peerless Network began offering its telecommunications services to enterprise customers in 2019. It offers UCaaS, SIP trunking, messaging, APIs, Microsoft Teams direct routing, and other collaboration products and services.

Intelisys' Paul Constantine

Intelisys’ Paul Constantine

Paul Constantine is Intelisys’ executive vice president of supplier services – digital distribution.

“Peerless Network’s all IP-based network and comprehensive suite of voice services backed by the company’s agent-friendly tools and commissions practices is exactly what our network of sales partners want in their portfolio,” he said.

Apr 09

10 Ways to Keep Customers Safe with Threat Protection by Year’s End

By | Managed Services News

Cybersecurity vendors share more advice for MSSPs and other channel partners.

Think of cyber threat protection as an ever-evolving organism. As the digital environment expands and adapts, so too do the hackers seeking to exploit their prey. At no time has that become more obvious than since early 2020, amid the rise of COVID-19. That’s when managed security service providers started understanding that the preventive (and, often, reactive) tactics they employed no longer fully sufficed — at least not on their own.

The pandemic changed everything. Remote work, complete with bring-your-own-device and reliance on cloud applications, became the new normal. The floodgates opened for cyberattacks. It became even harder to keep customers safe. As one source told Channel Futures, “When networks change, especially during an emergency, the potential attack surface becomes much more extensive. That weakens threat protection and creates new security gaps.”

Now, into the second quarter of 2021, remote work shows little sign of letting up. In fact, many organizations expect to keep the model to some degree even after the novel coronavirus subsides. That prospect is like dangling candy in front of a bunch of kids. Bad actors, including nation-states, want the intellectual property and customer data that are spread more widely across organizations, and stored in unsecured or easily accessed platforms. To get their hands on those lucrative digital assets, bad actors have even begun collaborating and using artificial intelligence to penetrate cybersecurity defenses. Those efforts have made their mark. According to some reports, cyberattacks in 2020 increased as much as 600%. With remote work continuing, likely on a permanent basis, those numbers only look to rise.

“Every year, the bar gets higher for threat protection service providers and their customers,” another source told Channel Futures.

The potential consequences have gotten more intense, too.

“A cyber incident is no longer just a technology issue; it’s become a board-level issue due to the broad financial and operational ramifications that can be caused by a major breach or ransomware attack,” says another source.

MSSPs often serve as an organization’s primary defender. Thus, threat protection ought to be top of mind for every security-centric channel partner wanting to keep customers safe. Channel Futures has been exploring the issue of threat protection in a series. In the first three installments, we explored the following areas:

In this installment, we ask another big question: How can MSSPs, VARs, integrators and other channel partners best approach threat protection on their customers’ behalf this year?

Click through the slideshow above for answers from 10 industry vendor experts.

Apr 09

AT&T Adds Mobile Cloud PBX to RingCentral-Powered Collaboration Solution

By | Managed Services News

The carrier has been partnering with RingCentral around unified communication for several years.

AT&T Business just enhanced its [email protected] collaboration offer with a wireless option.

The carrier has been selling the collaboration offering for the last eight years, but the latest iteration gives customers a mobile-based cloud PBX system. AT&T [email protected] Wireless gives employees a single phone number so they can have a voice presence on a variety of devices.

Its features include native dialing, voicemail, auto receptionist and 24/7 support. It also features a web portal.

The wireless offering can integrate into the main AT&T [email protected] solution, which AT&T delivers in partnership with RingCentral. The larger offering features voice, fax, texting, audio and video.

Flexibility Matters

AT&T cited a Gartner CFO survey that founded that 74% of companies will give their employees the opportunity to permanently work from home. Elka Popova, Frost & Sullivan‘s vice president of connected work research, said COVID-19 put businesses in a very difficult situation.

Frost & Sullivan’s Elka Popova

“This has highlighted the importance of using advanced technology to enable greater business agility and the ability to promptly respond when disaster strikes,” Popova said. “Modern, mobile-first communications and collaboration tools enable business users to maintain vital connections, both internally and with customers and partners, regardless of their physical location.”

Shaw, Rich AT&T

AT&T’s Rich Shaw

Rich Shaw, AT&T Business’ vice president of voice and collaboration, said the pandemic only accelerated an already extant trend.

“Businesses need the tools to activate their workforce from anywhere to compete, grow and even survive in today’s environment. AT&T [email protected] Wireless gives them a communications tool providing a powerful way to adapt to shifts on the playing field,” Shaw said.

Homayoun Razavi works as RingCentral’s senior vice president of global service providers. He said RingCentral and AT&T are giving employees flexibility for whatever location and device they desire for their work environment.

RingCentral’s Homayoun Razavi

“Combining [email protected] with AT&T’s 5G network delivers blazing speed, high bandwidth with low latency, and the enhanced security needed for mobile communications,” Razavi said.

AT&T Business last month made new 5G fixed wireless routers available for businesses. The company announced last summer that its 5G coverage map had expanded beyond 200 million people.

In addition, AT&T Partner Solutions tapped two new vice presidents.

Apr 09

AT&T, Telarus, MicroCorp Vet to Lead RSI’s Channel

By | Managed Services News

The MSSP entered the channel in early 2019.

Renaissance Systems Inc. (RSI) just promoted Trish Kapos to channel chief to grow the MSSP’s channel distribution model.

Kapos joined RSI in July 2019 and serves as its vice president of sales and marketing. As channel chief, she will further develop strategic alliances within its growing partner base and retain marketing responsibilities.

RSI has been delivering custom software and IT for 40 years. It entered the channel in early 2019 with compliance and cybersecurity assessments.

“I’ve actually been operating as the channel chief in my current role,” Kapos said. “Our approach to compliance and security has evolved over the last two years since we entered the channel. Last year alone, RSI completed more than 125 compliance risk assessments. And as a direct result of the remediation from those assessments, our managed services and IT revenues grew as well. We have strong footing, we know our brand, we know our story, so now it’s time to double down on our partners and scale our program with someone solely focused on the mission of growing channel partners.”

Channel-First Distribution Strategy

RSI is a “strong believer of ecosystem selling and delivery,” and will continue its channel-first distribution strategy, Kapos said.

RSI's Trish Kapos

RSI’s Trish Kapos

“What we always try to find is synergy with other organizations that demonstrate the same passion for operational excellence and client experience,” she said. “That approach takes time, but yields lifelong partners and clients. Additionally, we aim to package our products and professional services in a channel-friendly manner for recurring revenue and additional services. We will continue to innovate in the areas of trusted advisor enablement rather than just pre-sales activities. RSI will be a significantly larger organization as a result.”

Since joining RSI, Kapos swiftly rebranded the MSSP and built the company’s sales operations and partner-centric program to support the master agent channel. Due to demand for its compliance services, RSI refined its processes and added several other security offerings. Those include third-party risk management, security architecture services and cybersecurity program management.

As channel chief, Kapos will assist channel partners in developing cybersecurity practices.

“Excellent client experience reigns supreme at RSI, but from an operational perspective, it’s developing partner relationships in a manner not being done in the channel,” she said. “What we like to do is take partner organizations that simply sell security products alongside their menu of other services, and convert them into strategic security sellers who can solve the business program. We assist with marketing strategy, business process improvement, automate their operations and help them build a security practice that yields net new clients for both of us. Most often, suppliers invest in presales support and tools. But we see that approach becoming less and less effective. Partners need these additional services to stand up a security practice that will thrive in the long run.”

Tech Sales and Marketing Experience

Kapos has more than 25 years’ experience in technology sales and marketing. She started her channel career at AT&T. Prior to RSI, Kapos’ most recent channel positions have been in marketing leadership for Telarus and MicroCorp.

“We have yet to see a competing security approach or a solution like ours, with all the documentation and project management to support it,” she said. “All security providers bump into one another at some point. But what the client ends up buying is the relationship they favor and the security approach that resonates with them the most. This is why we continuously beat the drum internally about client experience. Our approach is efficient. We do not present cookie-cutter deliverables and we don’t operate from a template. It’s always custom, always addresses the larger business problem. Our deliverables are well-documented and it always produces a client road map for continuous improvement. That is rarely the objective, much less the outcome, of the competitor offers we’re up against.”

David Burgeson is RSI’s CEO.

“Trish’s deep understanding of the channel and her keen ability to execute has been critical to RSI’s enormous growth,” he said. “Her empathic approach to helping RSI’s channel partners has equally contributed to their successes as well.”

Apr 09

AT&T Adds Mobile Cloud PBX to RingCentral-Powered Collaboration Solution

By | Managed Services News

The carrier has been partnering with RingCentral around unified communication for several years.

AT&T Business just enhanced its [email protected] collaboration offer with a wireless option.

The carrier has been selling the collaboration offering for the last eight years, but the latest iteration gives customers a mobile-based cloud PBX system. AT&T [email protected] Wireless gives employees a single phone number so they can have a voice presence on a variety of devices.

Its features include native dialing, voicemail, auto receptionist and 24/7 support. It also features a web portal.

The wireless offering can integrate into the main AT&T [email protected] solution, which AT&T delivers in partnership with RingCentral. The larger offering features voice, fax, texting, audio and video.

Flexibility Matters

AT&T cited a Gartner CFO survey that founded that 74% of companies will give their employees the opportunity to permanently work from home. Elka Popova, Frost & Sullivan‘s vice president of connected work research, said COVID-19 put businesses in a very difficult situation.

Frost & Sullivan’s Elka Popova

“This has highlighted the importance of using advanced technology to enable greater business agility and the ability to promptly respond when disaster strikes,” Popova said. “Modern, mobile-first communications and collaboration tools enable business users to maintain vital connections, both internally and with customers and partners, regardless of their physical location.”

Shaw, Rich AT&T

AT&T’s Rich Shaw

Rich Shaw, AT&T Business’ vice president of voice and collaboration, said the pandemic only accelerated an already extant trend.

“Businesses need the tools to activate their workforce from anywhere to compete, grow and even survive in today’s environment. AT&T [email protected] Wireless gives them a communications tool providing a powerful way to adapt to shifts on the playing field,” Shaw said.

Homayoun Razavi works as RingCentral’s senior vice president of global service providers. He said RingCentral and AT&T are giving employees flexibility for whatever location and device they desire for their work environment.

RingCentral’s Homayoun Razavi

“Combining [email protected] with AT&T’s 5G network delivers blazing speed, high bandwidth with low latency, and the enhanced security needed for mobile communications,” Razavi said.

AT&T Business last month made new 5G fixed wireless routers available for businesses. The company announced last summer that its 5G coverage map had expanded beyond 200 million people.

In addition, AT&T Partner Solutions tapped two new vice presidents.

Apr 09

Why Every MSP Should Consider TCO When Selecting a BCDR Solution

By | Managed Services News

TCO directly impacts your ability to build a margin on your services. If your BCDR solution requires constant attention, you’ll chip away at that margin quickly.

There are many factors to consider when evaluating business continuity and disaster recovery (BCDR) products. For managed service providers (MSPs), the total cost of ownership (TCO) should be high on that list. TCO has a direct impact on your ability to build a margin on your services. If the BCDR solution you deploy requires constant attention, you’ll chip away at that margin quickly. Let’s break down how to calculate TCO.

Calculating TCO of BCDR

 Start with hard costs, such as: 

  • Upfront hardware and software costs
  • Ongoing licensing fees
  • Ongoing cloud compute and storage fees

Then you can move on to other factors that impact TCO, such as: 

  • Ease of use
  • BCDR capabilities that offset costs (such as automation, scripting)
  • Support costs (such as additional fees, resources spent troubleshooting)
  • Employee salaries/cost of living in your region
  • Staff knowledge/experience
  • Vendors’ partner program and volume discounts

All-In-One or Build-It-Yourself BCDR

One of the largest considerations in evaluating TCO is whether you’ll choose an all-in-one BCDR solution or build your own using a software-only product. There are a variety of excellent products on either side, offering similar capabilities. Here are two key areas where they differ.

Build-It-Yourself BCDR: In many cases, build-it-yourself systems may have lower up-front costs, since you can deploy them on any hardware (e.g. inexpensive, commodity x86 servers). However, they can require considerable resources to deploy because you need to worry about compatibility, processor size, storage capacity, etc. You also take on more risk if you build your own solution because you need to coordinate between all your vendors if there is an issue.

All-In-One BCDR: All-in-one solutions, of course, come with a higher upfront price tag. However, deploying an all-in-one solution is relatively easy since the hardware is optimized to run that vendor’s software out of the box. Additionally, all-in-one solutions can be right-sized for client deployments by the vendor—eliminating manual labor on your end. All-in-one solutions may even include hardware replacement and capacity upgrades, easing scalability over time. Vendor support is another essential consideration. With an all-in-one solution, you get single-vendor support, eliminating finger-pointing when issues arise. This dramatically eases troubleshooting and ensures you can get clients back up and running quickly.

Download our latest BCDR Buyer’s Guide to learn more about what you should be looking for when investing in a BCDR solution for your business.

Caitlin Beckman is Senior Manager, Product Marketing, Datto. 

This guest blog is part of a Channel Futures sponsorship.

 

 

Apr 09

Judge: Charter Must Pay Windstream $19 Million for ‘Egregious,’ Deceptive Mailer

By | Managed Services News

The judge said Charter “intentionally and wrongfully” interfered with Windstream’s customer contracts and good will.

A bankruptcy judge has ordered Charter Communications to pay Windstream more than $19 million in connection with a deceptive mailer that it sent out addressing Windstream’s chapter 11 bankruptcy.

Judge Robert Drain of the U.S. Bankruptcy Court for the Southern District of New York handed down the order Thursday. Windstream told the court it lost nearly $20 million and 1,400 customers due to Charter’s mailer.

Windstream was asking court for a verdict requiring Charter to cover its losses, attorneys’ fees and litigation costs. The court sided with the Arkansas-based business communications giant.

Kristi Moody is executive vice president and general counsel for Windstream.

Windstream's Kristi Moody

Windstream’s Kristi Moody

“We are gratified that Judge Drain’s ruling means Charter will have to pay a significant price for its egregious false advertising,” she said. “Charter knew full well what it was doing when it embarked on a dishonest scare-tactic campaign to lure away our customers. At Windstream, we will always aggressively defend ourselves and our customers against predatory schemes and meritless allegations.”

Charter declined comment on the matter.

Automatic Stay Violations

The summary judgment said Charter should be sanctioned because of its “misleading” ad campaign’s willful violation of the automatic stay under the bankruptcy code. The judge said Charter also violated the automatic stay by disconnecting service to a number of Windstream customers.

The judge said Charter “intentionally and wrongfully” interfered with Windstream’s customer contracts and good will.

After a year and seven months, Windstream exited chapter 11 bankruptcy last September with two-thirds of its debt erased and $2 billion in new capital.

In its suit, Windstream alleged Charter tried to deceive customers into believing Windstream would no longer provide services and was going to liquidate.

Windstream said it launched a promotional campaign to attract new customers to make up for the mailer’s impact. This promotional campaign cost the company more than $4 million.

In January 2020, the judge issued a partial summary judgement finding Charter liable for violations of the federal Lanham Act and state laws for using false advertising to try to convince Windstream customers that its bankruptcy filing meant they could lose their services.

Charter appealed the ruling, saying the evidence didn’t support Windstream’s claims. Windstream didn’t prove that the mailer harmed the company or its affiliates, the cable company said.

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