CHANNEL PARTNERS IP gear-maker GENBAND (Booth #3034), in the second year of its channel program, said at the Channel Partners Conference & Expo that it wants to pay agents for qualified enterprise referrals and the finders fee could translate into a hefty sum.
Thats because GENBAND will cut a check for 5 percent if an agent-referred enterprise buys the companys products. And since were talking about hardware such as session border controllers and applications such as deep packet inspection, the total purchase could add up to millions of dollars. The overall goal, said Zane Long, senior vice president of GENBANDs global strategy, is to build an army of quality agents around the world.” GENBAND already boasts 67 resellers think Wipro Technologies and the like in more than 30 countries.
Yet, with the recent addition of bankrupt Nortels Carrier VoIP unit to its holdings, GENBAND is making an even more-concerted effort to attract agents as it expands its focus beyond service providers. Long knows, as the former head of Level 3 Communications channel, that agents are more accustomed to receiving residual commissions rather than referral payments. But GENBANDs approach should appeal because agents will make 5 percent on enterprise sales they recommended, without having to do any of the work.
GENBAND made the referral announcement on Tuesday as it also beefs up its Web partner portal and develops new training opportunities for the indirect channel. The enhanced Web resources will be available within a couple of weeks, said Long.