Vonage has launched a new channel program leveraging the New Jersey-based company’s services plus its embedded communications APIs. Seeking stronger partnerships with SIs and ISVs while maintaining its standing with traditional channel partners, the Vonage Partner Network will offer sales-enabled support, ongoing training, and consultation service before, during and after the deal close.
“As partners use a more consultative sales approach, they are looking for on-the-ground sales support and technical expertise, easy onboarding and an efficient service delivery process,” said Vonage Channel Chief Bob Crissman.
As part of this initiative, the company has rolled out a structure that teams regional sales people with partner program management resources to provide support through the sales process, from lead to close, through service delivery, ongoing account management and customer upsell/cross-sell.
The program features four levels of engagement with scaling benefits and expectations.
In addition to service portfolio and API access, the new program includes lead generation, deal registration, training and accreditation, marketing analytics and related resources, and a partner portal that features real-time quoting, commissions tracking, sales enablement, marketing, etc.
Vonage intends to continue its hybrid direct/indirect sales model backed by 25 channel managers working with master agents and subagents. The new strategy will more strongly focus on a wide variety of partners, including MSPs, ISVs, SIs, and VARs.