Verizon Enterprise Shifts Accounts, Investment to Channel Sales

CHANNEL PARTNERS –  Verizon Enterprise Solutions  is shifting 11,000 more business accounts  to the channel with the goal of  having 98 percent of its accounts addressable by indirect sales partners, said Janet Schijns, vice president of medium business and channels for the company, in her keynote address  Wednesday  at the Channel Partners Conference & Expo.

The news underscored a flurry of announcements about the carrier’s unprecedented commitment and investment in the channel for sales of its network, mobile and cloud solutions.

For example, Verizon is doubling the dollars it is allocating for channel market development funds (MDF) year over year, Schijns said in an advance interview with Channel Partners. She would not disclose the numbers, but did say that a small portion — $1 million — was being made available at the Channel Partners Conference & Expo for Verizon partners to use to pay 100 percent toward prepackaged consulting services designed to help partners transform their businesses, the topic of her keynote address, “Shift or Bust!”  These consulting services included business plan development from The 2112 Group, marketing plan development from John Convery Consulting and website design.

For Silver and Gold level solutions providers Verizon is now offering Rapid Delivery, a system to speed quote to order to billing for complex quotes from 12 days to 30 minutes on average. Rapid Delivery offers partners the best commercial pricing, said Schijns, noting that 50 percent of its IP bundled deals are going through the system today.

The carrier also announced at the Channel Partners Conference & Expo the availability of  a mobile PRM app through ChannelEyes. This gives partners anywhere access  to information on incentives, promotions, products, events, webinars as well as “battle cards” that provide a quick reference to the value proposition for Verizon solutions.

Verizon also is updated its medal levels to include a Platinum tier for partners with$35,000 per month in new sales as well as certifications. And it announced its first Winners Circle, with the top 10 sales performers headed to the Caribbean in  February 2015.

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