Telecom services provider USA Datanet on Monday said it has kicked off its channel partner program.
The New York-headquartered company targets small businesses with 35 users or fewer; it specializes in unified communications (UC) comprised of hosted VoIP, conferencing, data backup and Microsoft Communication Services. USA Datanet is owned by WVT Communications, which also owns UC provider Alteva.
Now, USA Datanet is adding indirect sales to its business model, as it aims to increase revenue. Its partner program includes master agents, subagents and independent agents, and referral partners, and is based on the strategies Alteva has been using.
“Alteva has had great success with its channel base and we wanted to utilize Alteva’s channel experience and techniques to help USA Datanet build its channel," said Louis Hayner, chief sales officer of WVT, Alteva and USA Datanet. “One of the advantages of selling USA Datanet’s VoIP and UC solution is that it allows the channel community to bring hosted capabilities and features to the small business community that were previously only available to larger corporations."
To that point, USA Datanet is offering several benefits for partners. First, the provider has broken out its partners into four tiers – UC Certified, Premier, Preferred and Referral. Here’s the breakdown:
- UC Certified Partners must complete the Alteva UC Sales Certification training, which is led by the Sandler Institute; these partners earn the highest commission percentage from USA Datanet.
- Premier partners earn a commission percentage by meeting a quarterly quota, determined by a USA Datanet channel manager
- Preferred partners earn commission without having to meet a quarterly quota
- Referral partners get commission on leads that result in a sale
Each partner, regardless of tier, works with a dedicated USA Datanet UC Sales Certified channel manager, who helps through the entire sales process – from beginning to implementation to training. From there, quarterly webinars will dig deeper into product knowledge, sales positioning and product messaging, and allow time for Q&A on industry topics. Further, USA Datanet will host cocktail networking events where partners can share best practices and meet with USA Datanet’s sales and marketing team, which includes David DeNapoli and Bob Sederstand. Both are regional sales managers and now oversee all USA Datanet channel managers.