ShoreTel Adds Reseller Rewards, Simplifies Champion Partner Program
While the majority of different partner programs in the channel follow a fairly similar structure, some of them can be difficult for resellers to navigate, which can lead to diminished profits and training issues for everyone involved. With this in mind, communications solutions vendor ShoreTel (SHOR) is streamlining its sprawling Champion Partner Program to help resellers drive additional profit margins and utilize training opportunities to advance their business.
While the majority of different partner programs in the channel follow a fairly similar structure, some of them can be difficult for resellers to navigate, which can lead to diminished profits and training issues for everyone involved. With this in mind, communications solutions vendor ShoreTel (SHOR) is streamlining its sprawling Champion Partner Program to help resellers drive additional profit margins and utilize training opportunities to advance their business.
Beginning Nov. 1, the program will be driven by a points-based reward system under which partners will work toward an annual sales target instead of smaller incremental goals. Rewards for opportunity registration have been increased by 50 percent, and marketing development funds are now available to cloud resellers, according to the announcement.
ShoreTel also has merged its cloud and onsite partner tracks under a single umbrella, and consolidated its previous 11 tiers down to four. The company said the new structure will allow resellers to take greater control over how they meet their sales commitments, with the ability to combine cloud, legacy solutions and hybrid sales to meet their target goal.
Channel partners will have additional opportunities to build out their cloud delivery services via a series of new functions in ShoreTel Connect, the company’s platform for cloud, legacy and hybrid deployments. With the platform, partners can participate in the implementation and support of their cloud customers and sell value-added services for additional profit, with simplified cloud commission options available as well.
Resellers will also have the ability to add their names to customers’ ShoreTel Connect CLOUD bills for added visibility and can utilize a series of free training courses through ShoreTel’s Cloud Implementation Academy. Programs will include modular training based on ShoreTel Connect, with rewards for certification training acting as an incentive to help partners reach their yearly tier goals.
“We recognize the importance of adapting our channel program as the needs of the market evolve, and we’re proud to be among the first to move to one common program with four tiers based on a points system,” said David Petts, senior vice president of Worldwide Sales at ShoreTel, in a statement. “The program enhancements complement the ShoreTel Connect platform by rewarding partners no matter which deployment model the customer selects.”
