Broadvoice has launched its new Public Sector Program (PSP) aimed at helping channel partners with selling into government, education and not-for-profit organizations.
Broadvoice said it has extensive experience serving public-sector agencies and institutions, as well as on-staff experts who understand the requirements, mandates, resource challenges and procurement processes that are specific to the public sector. The program allows partners to use its expertise and resources to more effectively pursue these accounts and earn their business.
Rebecca Rosen, Broadvoice‘s vice president of marketing, tells Channel Partners that government is the largest vertical in the United States, yet selling to it can be complex.
“This program is built to help partners navigate the intricacies of responding to government opportunities while providing additional partner resources to help sell into the sector,” she said. “The program is geared toward partners who specialize in state and local government opportunities. That said, with Patty Ford, our government program manager, we can support partners in their desire to sell into the government space, who otherwise do not have the breadth of experience to understand the compliance mandates and additional complexities of bidding to government agencies.”
Broadvoice has an agreement with the National Association of State Procurement Officers (NASPO) that allows members to forego the request-for-proposal (RFP) process and request quotes directly from approved suppliers, Rosen said. Broadvoice is an approved supplier.
Ford supports partners in the bidding process and is available to train partners on bidding best practices related to government, education and not-for-profit, Rosen said. Those partners who go through the program are entered into a lead queue for local government opportunities.
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In addition, Ford reviews a database of RFPs and solicits local partners to respond where she has predetermined Broadvoice is a good fit, and Broadvoice has built a government marketing kit for partners allowing them to co-brand materials for their marketing efforts, Rosen said.
“Broadvoice’s partner advisory board plays an important role in our vertical strategy,” she said. “Through their insight and guidance, we believe we can become the go-to UCaaS supplier for specific verticals and carve a niche for Broadvoice in the space. Through the leadership of Robert Brown, YipTel’s former CEO, we are embarking on a long-term vertical strategy. We started with government because of the opportunity it represents to partners, our NASPO agreement and more specifically the product capabilities to support local government, including our call path model and E911 notification capabilities.”
BroadconX, a Broadvoice agent partner, worked with Ford in the program on one of its larger deals.
“It’s been beneficial to us to be able to partner with Broadvoice beyond being an agent to land deals,” said Kevin Carlson, BroadconX’s managing partner. “It puts us in a stronger position because we compete with other vendors, some of which are agents, and obviously the more talent and resources you have working behind you, the better chances to win the deal.”