**Editor’s Note: Click here for a list of recent channel-program changes you should know.**
SIP and cloud communications provider IntelePeer Inc. is boosting the support and incentives it is offering to its indirect sales channel. Its new Intelepeer Cloud Advantage Partner Program includes a three-tiered structure that enables partners to grow with Intelepeer, earning access to greater resources and perks.
The news comes nine months after the company brought in channel veteran Michael Jerich as chief commercial officer. Jerich has been building a channel team with fellow Level 3 alums, which include the addition of Jeremy Jones, vice president of partner programs, and Alison Haynes, senior director of partner programs.
“Channel partners are a key part of our sales strategy,” said Jerich in a press statement. “We are investing in the channel with headcount, resources, increased marketing spend and focus, as our executive team believes partners will be a key component to our success.”
Jones said the new program will better help partners grow their business with IntelePeer. “Overall, we are looking to create a program that enables partners to grow with us and rewards them with benefits as they move up,” Jones said.
Previously, he said, there were no tiers, so all partners were treated the same. In contrast, the new structure offers them incentives to invest more with IntelePeer. Specifically, the program now includes Silver, Gold and Platinum levels, with increasing levels of benefits and support.
Entry-level, or Silver partners, have access to the partner portal, partner training, support from regional channel managers as well as access to the new MasterStream quoting tool, which will go live by the end of second quarter. Access to marketing support and marketing development funds (MDF) is on a request basis and not guaranteed. Partners also have the opportunity for representation on the IntelePeer Partner Advisory Board. The new partner training and onboarding program comprises live and online modules.
Gold partners must meet a certain revenue threshold, which was undisclosed, and receive all the benefits of the Silver level plus increased access to MDF and co-marketing support, training as well as dedicated resources from pre-sale through the sales lifecycle. In addition, Gold partners will be able to use the IntelePeer customer portal to manage their clients’ accounts, including ordering, feature enablement, billing, etc. The system includes tiered permissions, so partners can see all of their accounts or drill down into a specific one for the same dashboard.
The highest tier, Platinum, adds such perks as dedicated MDF and enhanced co-marketing support, more training and a guaranteed position on the IntelePeer Partner Advisory Board.
IntelePeer will notify its existing partners of their standing in the new tiers. Jones said they are distributed across all tiers, with the majority in Silver. While the new program is designed to help partnres grow with IntelePeer, Jones said the company does plan to recruit more partners, with a 10 percent increase as a goal for 2014. IntelePeer currently has 140 direct partnerships with agents, VARs and master agents; that does not include the subagents that also sell its services through master agents.
Haynes noted that subagents also have direct support from IntelePeer for training, education, quoting and joint sales calls.
To kick off the new partner program, IntelePeer is offering the “xFactor” promotion through June 30, 2014, which pays out partners 1X, 2X or 3X the monthly recurring revenue based on the term of the customer agreement.
IntelePeer offers communications services that deliver HD voice, HD video and UC for businesses and contact centers.
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