Vonage’s recently updated partner programme offers it the opportunity to work with more partner types, according to Channel Chief, Jim Regan.
The redesigned Channel Partner Program opens up doors for new types of partners, including VARS, resellers, distributors and Referral partners, as well as opening up new markets across EMEA, Canada, Australia and New Zealand.
The enhancements to the new programme include an updated Partner Experience Portal, which is more intuitive, user friendly and provides partners with deeper self-service capabilities. The portal also offers detailed analytics and reporting, including account and contract level reports, payment history, and contract renewal details.
“It wasn’t an unwillingness on our part to open up to different partner types, it was more that we needed to have the resources and structure in place to better serve those partner types,” Regan explained to UC Today.
“The portal and the programme tiers and how we support and go to market with those partners allows us to do that, whereas previously, it would have been working under a more streamlined model. Now our resources allow us to get more nuance with respect to how we deliver that support experience”
The new partner programme has a tiered structure: Explorer, Select, Insider and Pinnacle which is built to incentivise partners to climb the tiers and earn more. Vonage has also included a new platform, Vonage Verified, which is designed to help partners with onboarding and training.
“The highlight of the programme for us is not necessarily a specific element as much as it is about showing our recommitment to the channel, and that’s a top-down commitment to our partners,” Regan stated.
“Programmes like this take tremendous resources and investment to pull off, from a company perspective, and we’re fortunate to have everyone from our CEO and down believe fully in the channel”
“We’ve added more definition and layers to our programme because not all of our partners have the same business model, nor do they sell our support the same way. So now we have a programme structured around supporting partners and providing resources that we believe are in line with the four tiers of partners that we work with.”
The company launched its channel initiative, Vonage Accelerate, earlier this year with the aim of amplifying focus, investments and efforts into its channel.
Vonage Accelerate is “critical” to the company’s growth, said Regan, adding that the entire company is supportive of its renewed channel commitment and that it is important to him to keep partners “front and centre”.
“We understand that the success of our partners’ businesses is critical to the growth of ours and that they’re intertwined,” he stated.
“Accelerate is [more of a] concept than a thing. The team understands the importance of our partners and even though someone may not carry a channel-specific title in our organisation, they are absolutely focused and aware of the importance of our partners.”
