Intermedia Turns Managed Messaging Affiliates into Advisors
Hosted Microsoft Exchange solution provider Intermedia, the subject of a recent acquisition by Oak Hill Capital Partners, has announced the revamping of its affiliate program into the Intermedia Advisor Program. Intermedia wants to take partners beyond simple referrals and into its full-fledged channel efforts, including access to the company’s in-house team of sales and marketing experts.
The goal, according to Intermedia’s press release, is to help propel its channel push with the white-label Microsoft Exchange hosted messaging services, while also offering an option for smaller VARs and MSPs who can’t or don’t want to handle support or billing themselves. To bring them deeper into the fold, Intermedia is now providing these advisors with an enhanced control panel that helps track sales collateral, pricing guides and — most important — referral commissions, which are paid upfront or monthly, whichever the partner prefers.
As for that access to Intermedia’s sales team, the company noted its staff will jump on the call with a customer and answer any technical, pricing and migration questions that might crop up, helping the advisor partner close the deal. The company will even help create the initial sales proposal, if needed.
You have to spend money to make money, and my guess is Intermedia is banking that by expending manpower on that dedicated advisory team, the company will help those partners previously pushed to the periphery close larger and larger deals that Intermedia then control, without having to give up its momentum in the channel.
Intermedia continues to make waves this summer, so stay tuned for more updates.