In response to the increasing overlap in business models between telecom and VAR channel partner arenas, technology services company iAreaNet is launching a new partnership initiative that it says paves the way for joint revenue generation between the two.
The collaboration program, iAreaOffice, will enable VARs, agents, integrators and other channel partners to participate together in quoting full, converged communications solutions for the customer. According to iAreaNet, the initiative will match up partners according to their expertise, geography and the opportunity, so they can pursue leads together.
“Demand for anytime, anywhere business communications is forcing us all to innovate,” said Andrew Campbell, managing partner at iAreaNet. “We are innovating with our flagship product by continuing to add functionality, and we’re innovating with our sales models. Our goal is to enable our partners to be as successful as possible as the industry navigates the inescapable transformation to an on-demand, virtualized mobile world that’s increasingly free of traditional corporate boundaries.”
iAreaNet explains that depending on the sale, there will be a primary and secondary lead on the accounts, with a revenue split on iAreaNet services between the two. IT specialists will retain their billable hours for software development and other professional services, while telecom partners will retain exclusive rights to commission on their bandwidth and connectivity services.
“We are very well aware that VARs are being required to supplement their traditional hardware sales with hosted services that address the demand for cloud-based infrastructure models within enterprises and SMBs,” said Campbell. “And that requires them to package in connectivity, and it requires them to be more consultative than they ever have been. It’s no longer about selling boxes by SKU number.”
At the same time, telecom-rooted channel partners, whose core value proposition has always been consultative solution selling, are being asked to deliver hosted IT and IT-related services to complement their traditional network sales, because supporting mission-critical applications has become the lifeblood of businesses.