01732 759725 40 INTERVIEW recurring revenue, that’s typically what partners are after. PITR: What can a potential new partner expect from you in terms of support? Philippe du Fou: As I mentioned, we’ve got the sales and marketing tools, we provide sales and technical training. It’s all online. It’s all free of charge, and we obviously offer them support in terms of demos. We can help them with large tenders to help them win the business. Once they have won the business, the quoting and provisioning is very simple because everything is done through our single partner portal. And when the customer is up and running, you can also do call quality service monitoring to see how good the voice quality is. So, let’s say the customer has an issue with Wi-Fi, it will send an alert either by email or SMS to the partner, so before the customer even tells the partner there’s an issue, they already know about it and hopefully can resolve it all remotely. We try to make it as easy for them as possible and it’s backed by 24/7 support through our support team. PITR: Why partner with Intermedia? What should an office technology provider look for from a UCaaS vendor? Noel O’Dwyer: Intermedia has over 250 current office equipment dealer partners in the US and there’s two factors that have been key to their decision to partner with us – top line monthly recurring revenue and customer ownership. We are already engaging with dealers in the UK and we’re getting a similar response from them and in particular, to customer ownership. Within the office equipment dealer channel, it’s always been a constant challenge with lease agreements, etc. and you’re constantly fighting for your business. Having another solution gives you an opportunity to effectively have a broader presence within your current customer install base. In addition to that, it also gives you the opportunity to have a conversation about some of the business that you may have lost already to a competitor. So, you go in with a UCaaS solution, and your customer is now engaged with you, so when the [printer] lease agreement comes up for renewal, you now have a seat at the table. And in addition to that, we offer them the opportunity to have one invoice for both solutions (UCaaS and print). Philippe du Fou: From a partner’s point of view, the more services they offer to a customer the stickier they become, so it gets a little harder for them to move to different providers. PITR: Anything else you’d like to add? Noel O’Dwyer: I believe that our biggest differentiator in the marketplace is our partner program and the infrastructure that we provide to our partners helping them to be successful in making this evolution into a new marketplace. We have a partner program that’s very, very scalable and very flexible that meets the needs of their organisation. We have an onboarding process that makes sure that all elements of the business are taken care of - from sales training and technical training, to working with partners to put together sales plans to help them to grow their business from the very start. We also engage from a marketing point of view. We have a very effective partner portal that provides access to all the marketing assets that enable a partner to go out and promote this new solution to not just their current installed base, which is very important, but also to the market in general. continued... To watch the full interview, please scan the QR code I believe that our biggest differentiator in the marketplace is our partner program and the infrastructure that we provide to our partners helping them to be successful in making this evolution into a new marketplace
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