Leading collaboration and communication company, UCi2i, recently announced a range of enhancements designed to improve and optimise their current channel partner programme. By encouraging partners to white-label their service, UCi2i believes that companies will be able to boost their selling opportunities, and expand their offerings in the current, competitive marketplace.
According to Commercial Director for UCi2i, Jonathan Phillips, the brand believes in the power of video, and it's clear to see that other big names within the industry feel the same way, thanks to the development of new services like Amazon Chime. So, the question becomes: "How can channel partners monetise the video boom?"
The Options for Monetisation
With current trends moving towards ideas like Cloud VC platforms and BYOC, it might be difficult to see opportunities for profitable growth. However, UCi2i outline a couple of available strands:
- Cloud VaaS: This allows partners to produce recurring and building revenue streams. Some of UCi2i's partners already have almost 1000 individual licenses sold, which continue to deliver profits every year. Of course, it does take time to build up this level of sales.
- Selling Cloud Services: This allows for partners to help customers achieve their communications goals by providing a reliable service.
Of course, one of the biggest problems with selling cloud services, is that the market is already highly saturated. That means that your competitors could be selling the exact same thing as you. UCi2i are encouraging their partners to white label their services, so that they can benefit from:
- A consistent brand
- The ability to sell at their own commercial terms
- A truly unique value proposition
Another problem with cloud sales, is building up enough to ensure worthwhile revenues. However, UCi2i encourage their partners to consider cloud sales to up-sell and cross-sell other services in their portfolio. Because partners can outsource technical expertise requirements, they can offer a more comprehensive service to their customers.
A Multi-Tier Market Strategy
UCi2i implement a multi-tier go-to-market strategy that has grown with their business. Their partner programme includes small specialists, and larger direct partners, as well as individuals who purchase through distribution channels.
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Jonathan Phillips, commercial director of UCi2i.[/caption]
