Masergy Goes for European Expansion with Enhanced Channel Programme

Global Software Defined Platform provider, Masergy has announced a significant expansion to its Channel Programme as it targets growth in the EMEA region.

A leading provider of secure hybrid networking, cloud communications, and managed security solutions to global enterprise customers, Masergy’s enhanced global channel programme has been successfully been working within the US and Europe and will now have a strategic focus to attract new partners and grow the existing strategic partner base in the EMEA region. ​

The Global Partner Programme has been designed to work with all levels of the channel from Consultants and Agents to VARs and System Integrators, enabling partners to leverage Masergy’s expertise in servicing global customers by delivering world-class solutions.

“We know that many enterprise IT departments are seeking innovative service providers that deliver enhanced agility and security to their businesses. Our expanded focus in EMEA will build on our current success in the region. We are adding dedicated channel resources with a focused strategic plan, and will work closely with partners to deliver bespoke solutions personalised to customers’ unique business requirements,” explains Bill Madison, Vice President of Global Channel Development at Masergy.

The tiered partner program provides partners with a competitive monthly residual compensation structure along with certified product training, joint business plan mapping, market development funds, and comprehensive pre- and post-sales support. Through the programme, Masergy partners have access to agile, secure, and custom solutions which accelerate digital transformation (DX) and enable innovation for years to come, continuous revenue from new sales to renewals, and the ability to leverage a dedicated account team with comprehensive support throughout the customer lifecycle.

Steve Harrington, Channel Director EMEA at Masergy states that “our primary focus is driving our revenue and growth through partners. A lot of partners are looking for a global provider they can trust and work with. They seek providers with true global presence who are accessible and easy to do business with. One of our key differentiators is that we work jointly with all our partners throughout the customer journey. We sell with our partners and give them a high-touch experience rather than just give them a product set and price book and say off you go.”

These growth plans are strategic and focussed in nature as Masergy is keen to ensure they have the right resource availability for their partner channel. “One of our challenges is making sure we partner with the right people who can introduce us to mid-market and enterprise customers.. We do look for global customers who want a better customer experience than what our larger competitors are ever able to provide them. which is why we expect to have tremendous growth,” continues Steve.

“In terms of the number of partners we are targeting, it’s difficult to give a precise quantity. We have a few UK partners that turnover in excess of £1billion each and employ upwards of 300 sales people so if we could find 40-50 of those across EMEA then that would be more than adequate. But equally in terms of partners with sales teams of 10-20 then we could support 200 hundred over the next couple of years. It depends on who we end up doing business with who can bring us the right enterprise customers who are looking to upgrade their networking, communications or security solutions.”

“My dedicated focus is to strengthen relationships with our existing partners and grow our channel base with new partners in EMEA.” added Steve.

“I am excited about the significant market opportunity for Masergy and our partners as our innovative technologies, customisable global solutions, and industry-leading customer experience sets us apart from our competitors.”

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