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IntelePeer, the cloud communications provider, says it has moved its sales entirely to the channel.
IntelePeer’s go-to-market strategy is now 100 percent indirect, the San Mateo, California-based company announced Thursday. Rob Clarke, the company’s chief commercial officer, says the company has experienced 130 percent growth in the indirect sales of its voice services. He says IntelePeer is building its channel team in light of the recent successes.
“We want to make it clear that we are ‘all-in’ on the channel,” Clarke told Channel Partners. “We know that, as a channel partner, competing with a service provider’s direct sales force makes it more difficult to be compete. Partners don’t get their full attention. We aren’t like those service providers with several different sales models, we are a cloud communications company focused on the success of our partners and their customers.”
IntelePeer offers a variety of services that include SIP trunking and voice. It launched a new communications platform earlier this year. Its Cloud Advantage Partner Program gives training, tools and marketing support. Clarke says his company is focusing on its channel relationships.
“We understand our partners need us to be easy to work with and responsive. Our new channel sales strategy enables us to utilize our resources more effectively to better serve our partners and mutual customers,” he said.
Clarke says IntelePeer plans to release new sales enablement tools for its partners.
“I’ve been in sales for some time and I’ve sold both direct and through the channel. There is no doubt in my mind that channel partners are key to a successful go-to-market strategy in cloud communications,”
Clarke came on board with the company in April with the goal of expanding its channel presence.
“Channel partners know and care about their customers, and those are the relationships we value,” he said. “As a result, we do everything we can to ensure the success of our partners as they help their customers migrate to next generation voice solutions.”