SUCCESS STORY NEC Partner TELECO Uses Channel Marketing Automation Platform from ZINFI to Rapidly Expand Its Dealership Network Challenges In the world of B2B selling through the channel, change is constant and businesses need to be able to adapt quickly. TELECO, Inc., a technology provider based in Greenville, South Carolina, is a reseller of voice systems, video surveillance, data solutions and similar products that connect to an organization’s local area network (LAN). TELECO has been distributing NEC products for 16 years through a nationwide network of dealerships. When Toshiba, another major solutions provider that TELECO had been partnering with, decided to get out of the telecommunications business— suddenly leaving a number of dealers without a product to sell—TELECO per

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