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Cloud Shift Prompts Interactive Intelligence to Enhance Partner Program

**Editor’s Note: Click here for a list of November’s important channel-program changes you should know.**

Interactive Intelligence’s shift from on-premises to cloud, and the launch of its PureCloud platform, have prompted the need for an improved partner program.

Interactive Intelligence's Darren GillAnnounced Tuesday, the company’s enhanced Global Partner Program includes new systems integrator (SI) and telco/carrier programs, and updates that give partners new revenue opportunities – particularly within the cloud market.

Interactive Intelligence’s partner ecosystem encompasses about 400 companies globally. Partners contribute about 35 percent of the company’s revenue, mostly focused on delivering on-premises products.

Darren Gill, Interactive Intelligence’s vice president of channels, tells Channel Partners his company has “defined a go-to-market model that places heavy emphasis on partner-delivered, value-add services and support.” PureCloud is an Amazon Web Services-based platform.

Going forward, the company will expand and evolve its program to foster a “high-impact cloud partner ecosystem,” he said.

“We made sure that enhancements to our program included more opportunities for partners to be involved in cloud sales, services and support for greater overall revenue potential,” Gill said. “We offer an attractive margin and revenue share to partners on the ongoing monthly usage fees, and allow them to define and monetize implementation services, customization services and white-glove support. We also enable partners to fully leverage rich APIs within our PureCloud services, so they can offer industry-specific apps and other unique integrations.”

The program changes are designed to better support the company’s existing contact-center-focused partners, while more quickly bringing to market its new cloud offering and building out its services business to reach new customers, Gill said.

“Partner input and feedback played a significant role in the formulation of our enhanced program,” he said. “Feedback overwhelmingly pointed to frustration with cloud programs that relegate partners to an agent or referral-only model with minimized partner role and little, if any, opportunity for partner-delivered services and support.”

In addition to the SI, telco/carrier and channel programs, Interactive Intelligence offers an alliance program designed for any partner offering services that are complementary to its software and cloud services. Partners can list their services for purchase on the Interactive Intelligence MarketPlace, a virtual storefront for customers, partners and third-party developers.

The company also offers a program for independent consultants that may recommend the company to clients.

“The enhancements Interactive Intelligence [have] made to its partner program are critical for the company to grow to the next level,” said Keith Dawson, Ovum’s principal analyst for customer engagement. “Its new SI program in particular will help Interactive strengthen its geographic reach, while opening up new opportunities for larger deals, and across vertical and niche markets.”


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