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Whaleback Expands Channel Program

Whaleback Systems has introduced an expanded channel sales program designed to increase its network of reseller partners, including interconnects, data VARs and telecom/IT services companies, and drive sales referrals.

The managed service provider, which reports a 30 percent per quarter growth rate, aims to align with reseller partners in key regions of the United States to help with Whaleback’s aggressive expansion.

The three-tiered channel program is anchored by Whaleback “Premier Partners,” a growing network of telecom resellers, interconnects, IT services and managed IT service provider companies that sell Whaleback’s CrystalBlue Voice Service in their local territories in the Northeast, Mid-Atlantic, Midwest and Southeast regions.

Whaleback Premier Partners are supported in their sales efforts by a network of local sales agents who are tasked with uncovering sales opportunities. These Whaleback sales agents can be in one of two categories: an Independent Referral Agent (IRA) or a Certified Partner Agent (CPA). An IRA is a member of an informal sales agent program with no quota targets or selling responsibilities. It is paid a flat commission fee ─ called a referral reward ─ for each customer that is referred toWhaleback and closed by a Premier Partner. A CPA is part of a formal and structured sales agent program that features higher compensation based on a performance-based commission plan. Together, these two categories of agents help Premier Partners extend their sales coverage in their local markets and generate a higher volume of sales leads for new CrystalBlue Voice customers.

Whaleback CPAs, who are often telephony or data VARs, IT service providers, IT consultants or property management companies, officially represent Whaleback Systems and work with its Premier Partners to find new customers on an ongoing basis. These sales agents are given comprehensive training and work under a more formal sales agent relationship with Whaleback.

Independent Referral Agents (IRAs), such as commercial real estate agents, commercial equipment representatives, carrier service representatives and existing Whaleback customers, can earn $500 for each company that he or she refers to Whaleback if they sign up for CrystalBlue Voice Service. All agents enter the program at the IRA level and then progress to a certified level as quickly as they can demonstrate success with the program.

Whaleback’s CrystalBlue Voice Service features an all-inclusive, unlimited nationwide calling package that makes the most advanced technology immediately affordable for companies that need between five and 1,500 phone stations. The CrystalBlue Voice Service includes a separate “voice only” broadband connection included in the monthly price, and the entire service is monitored and maintained around the clock.

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