Philadelphia-based Alteva today introduced its Unified Communications Certification program to enhance the value of its channel partner base.
The UCC program will allow Alteva’s channel partners to learn how to position the company’s cloud-based UC solution – which consists of hosted VoIP integrated with Microsoft Communication Services – to expand their offerings, boost revenues and increase market share. The three-tiered program includes a technical overview of UC, education programming on how to sell and position UC, and impact/reinforcement training led by the Sandler Institute, a provider of innovative sales and sales management training.
“Several years ago, the channel didn’t fully understand what UC was, what the benefits were and why they should embrace selling it. But, as the UC market continues to grow and more service providers enter the market to meet the needs of end users, we’re starting to see the channel realize the need for such a solution – now they just need to learn how to best present the sale to the end user," said Louis Hayner, chief sales officer, Alteva. “This is what Alteva’s UC Certification program is all about. Part of it is giving channel partners the technical background needed to position UC and the cloud, while the other part will help them position their services, allowing them to sell on the benefits – and pains – of the solution to the end user."
The first day (Level 1) of training begins with a UC technical overview by Alteva, covering such topics as the history of telecom and the history of the desktop, LAN/WAN, customer network design, multilink Internet, and how to sell and position Alteva’s UC solutions.
The second day (Level 2) is led by the Sandler Institute, focusing on providing Alteva’s channel partners with unique tactical sales and communication skills, outbound call scripts and techniques to use to control the buyer-seller dynamic that will help give them a highly effective approach to prospecting. Day 2 also focuses on impact training in which Sandler provides a formula for successful selling, by teaching several of its proven techniques. Level 2 training will take partners on a deep dive into the Alteva sales process and provide advanced questioning, presentation and closing techniques.
Level 3 training will cover the mastery of questioning techniques, negotiation strategies and techniques, behavioral profiling and more.
In addition to the three levels, there is an optional Reinforcement Training package, which comes in the form of several follow-up Web trainings. The Level 1 Reinforcement Training package includes Alteva’s Marketing Tool Box program, which is a marketing plan on a schedule, including content in the form of email templates, phone scripts and more.