Leads

Sarah Marsh, Verizon’s director of channel strategy and sales enablement, said Verizon’s partner program features bi-directional leads. In other words, the Verizon sales team can bring the partner into a deal, and the partner can bring Verizon into a deal.

Marsh said the majority of leads are coming from Verizon’s side.

“Whoever has a relationship with the customer is what’s important,” said Shannon Calvert, vice president of channel enablement. “We want to make it a parity. We love giving the leads to the partners. And we love the fact that the relationship is so strong that they give back to Verizon as well.” 

Marsh said Verizon sales teams can access a partner-finder tool that connects them to firms whose bundled solutions meet the needs of the customer. For example, a partner with a hybrid work bundle might bring the extra services and products the Verizon direct sales team needs.

“A lot of these partners are building very unique bundles that customers can then implement around specific solutions. So our sales teams love it, because it’s really the easy button for them. And our partners bring so much value to their customers,” Marsh said.