The program will be available starting in December.

Edward Gately, Senior News Editor

October 30, 2019

3 Min Read
Cloud migration plan

8×8, Poly and ScanSource are teaming up to provide VARs with an easier way to migrate their customers from legacy on-premises business communication systems to cloud-based communication solutions.

The new joint, global CloudFuel program will be offered through the ScanSource network of more than 35,000 resellers and will provide access through their direct relationships to hundreds of thousands of customers globally. It combines UCaaS and CCaaS solutions on 8×8’s technology platform, equipment from Poly and financial incentives for ScanSource resellers.

The program will be available starting in December.

John DeLozier, 8×8’s senior vice president and global channel chief, tells Channel Partners that CloudFuel provides 8×8, Poly and ScanSource with an incremental route to market that supports an “important and distinct path to the legacy installed base.”

This is the first time 8×8 has created such an agreement and it is all fueled by the shift occurring globally throughout the communications industry, DeLozier said.


8×8’s John DeLozier

“Premises solutions are aged and decision makers are looking for new strategies to better support their organizational communication and collaboration needs,” he said. “With this partnership, all three companies can leverage what they do best while serving a partner community and customer base that is embracing cloud adoption. CloudFuel is a comprehensive, frictionless hardware replacement/cloud migration program that holistically addresses customer needs while empowering their trusted advisers.”

The move from on-premises systems to cloud-based communications is accelerating regardless of organizational size, DeLozier said.

“In fact, 82% of businesses surveyed recently by Frost and Sullivan report they have moved or plan to move part or all of their enterprise telephony solutions to the cloud,” he said. “However, there are still more than an estimated 350 million on-premises seats globally, with less than 10% migrated, providing a huge opportunity to move businesses to the cloud as part of an overall digital transformation. Because CloudFuel leverages proven unified communications, contact center and equipment technology from industry leaders available today, VARs can seize this enormous opportunity by moving their customer base to the cloud quickly without the need to wait for new product offerings to be developed, tested and mature.”

Here’s our most recent list of important channel-program changes you should know.

As part of the full-service program, customers will receive incentives on Poly equipment including favorable leasing terms, pricing and a buyback program for current on-premises equipment. The companies will invest in joint marketing development, equipment buyback programs, special incentives and migration tools to accelerate the transition to cloud.


ScanSource’s Mike Baur

“This strategic partnership between ScanSource, 8×8, and Poly enables our VARs to resell 8×8 cloud communication services aligned with their existing, preferred business model that allows them to own the customer relationship,” said Mike Baur, ScanSource’s chairman and CEO. “This program will allow our VARs to manage the customer billings for the 8×8 and Poly solution, while also giving VARs the ability to add additional services that they provide.”

“For years, Poly has been leading the charge helping our customers move from on-premises telephony to cloud-based communications,” said Joe Burton, Poly‘s president and CEO. “With stellar partners like 8×8 and ScanSource, along with these new incentive programs, we will make the migration process to UCaaS as seamless as possible for our collective customers.”

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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