Sidera Networks, a fiber-optic based network solutions provider, is refining its channel programs in order to expand its business through long-term relationships with outside sales partners.
New York-based Sidera Networks has generally paid its partners a one-time referral fee for business, but that may soon change.
The company has developed a program for agents who want to develop a more intimate relationship with the customer and earn a recurring commission based on sales.
Channel partners have the option to refer qualified leads to Sidera or sell communications services on behalf of the company.
Sidera has assigned program managers to support channel partners and developed an online portal that features training materials and marketing collateral, said Maura Mahoney, vice president of marketing and business development for Sidera Networks. The portal also features information regarding an agents sales, the status of installation, billing and other relevant issues, Mahoney said in an interview with Channel Partners magazine.
As part of its focus on the channel, Sidera also is relaunching an educational training program that teaches agents about the company and its services.
Although Sidera Networks has worked with channel partners for many years, Mahoney spoke frankly about the companys previous level of support. I dont know that we had pre- and post-sales support outlined sufficiently to really enable these partners,” she said.
Sidera Networks supports carriers and large business customers. Mahoney said the company has a strong presence in the financial services industry, health care and government sectors.
We find there is a tremendous opportunity in those large business customers and the next tier down medium to large,” she said.
Mahoney said Sidera is striving to develop long-term relationships with agents who have developed knowledge and expertise serving a specific vertical market, such as the financial services industry or health care market, and are committed to be best in class.”
The name Sidera Networks the company says Sidera is Latin for constellation of stars” may not resonate with everyone.
Previously known as RCN Metro Optical Networks, the company changed its moniker to Sidera Networks in September after Boston-based ABRY Partners, LLC, a private equity investment firm, acquired RCN Corp.
As a result of the ABRY Partners acquisition, RCNs different businesses including Sidera Networks and the companys video, Internet and voice services entity focusing on homes and small businesses began operating independently.
Sidera Networks is led by its chief executive Michael Sicoli, who previously served as executive vice president and chief financial officer for RCN from 2005 through September of 2010.