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Phone.com Unveils Channel Program for Virtual Office Service

VoIP provider Phone.com announced Tuesday the launch of its Channel Partner Program (CPP) for indirect sales agents, PBX dealers and VARs interested in selling its Virtual Office service designed for the low end of the business market.

Phone.com has been offering the hosted PBX service to SOHO customers from its Web site, www.phone.com, and other online channels since 2007. CEO Ari Rabban said he sees an opportunity for indirect sales partners to sell an IP telephony solution to small businesses that need two to 40 lines.

Partners are provided with a custom Web address with an embedded tracking ID. They can then provide this address to their prospects and anyone signing up – regardless of whether or not they tell the partner – is then properly credited.

Phone.com is offering a combined compensation plan. In addition to a residual commission as a percent of monthly recurring revenue, it offers a “success fee,” or up-front payment of the first month’s recurring revenue after the account has been in good standing for 90 days. “In this way, we create an incentive for our partners to sell every opportunity they find — even if it is a two line customer,” Rabban said.

Phone.com also offers agents a “finder’s fee” if they bring other agents to the program.

Phone.com already has “at least eight” agents signed and selling following its soft launch in March. “We continue to receive a steady level of interest, with many of our partners coming from the ranks of our customers! They try our service, like the simplicity, quality, and pricing, and then want to know how they can get in on this action too,” said Rabban. “A satisfied customer makes a great partner!”

Joel Maloff has been tapped to as the CPP manager. He was responsible for creating the program and will act as an ongoing liaison for Phone.com channel partners, including delivery of regular training programs.

In addition, the company has hired a full-time sales support engineer to work with Maloff to ensure partners get the support that they require. A second sales support engineer is scheduled to join in July.

Three additional sales support reps that serve Phone.com’s direct customers also will help agents and their customers, and the 24/7 call center also is trained to provide immediate support to agents if needed.

In a press statement, the company also said it offers CPP members a private Web portal, an automated service ordering portal and “extensive tools, white papers and case studies.”


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