Mark Sher, Intermedia’s vice president of UC product and marketing, tells Channel Partners his company is always looking for ways to “give our partners more options in how they go to market.”
“Our goal is always to be the easiest UCaaS solution to sell, install and support,” he said. “By expanding our reseller program with the co-branded option, we wanted to give our partners more choice and flexibility, allowing them to own the entirety of their customer relationships while still leveraging the name and credibility behind Intermedia’s brand.”
To date, the channel has been able to partner with Intermedia as either a private label reseller (PLR) or a commissioned adviser. The expanded go-to-market reseller program allows partners to own the entire customer relationship under either the existing private label option which uses the partner’s brand, or the new co-branded option that leverages Intermedia’s brand.
Under both options, partners have the opportunity to make five times more revenue as compared to the industry standard agent model, according to Intermedia. Partners sell the service, set their own margins, and handle billing and support, while relying on Intermedia for customizable marketing materials, full concierge sales support, Tier 2 and Tier 3 technical support, taxation management and more.
The adviser model provides recurring commissions for selling under the Intermedia brand. Partners help Intermedia close the sale to the customer, while Intermedia provides all of the sales, marketing, technical, and billing support.
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Much of Intermedia’s strategy is driven by the needs of its partners and their customers, Sher said.
“Through both direct communication and surveys, we learned that members of our partner community were interested in a co-branded approach when offering Intermedia UCaaS to their customers,” he said. “We believe there are MSPs and VARs we aren’t working with today who want to sell UCaaS and own the customer relationship without using their brand. This new aspect of our reseller program is perfect for them. They own the customer relationship, perform the support and do the customer billing; in turn, we support the partner with our brand, our support and handle the telco taxes for them. The new program option will certainly open the door to those potential new relationships.”
“We’ve been partnering with Intermedia for over 10 years now and have always been drawn to how easy they make it for us to sell the highly reliable, superior UCaaS and business productivity solutions our customers are looking for,” said Martin Dunsby, CEO of Hybridge. “With this new co-branded option, the upside is tremendous. The ability for Hybridge to now sell Unite and leverage the trusted Intermedia name, while still enjoying the high reliability, secure central management and one provider, one bill approach their reseller model delivers, is a win-win for customers and partners alike.”
You can hear more from Sher about Intermedia’s reseller program in the Channel Partners on-demand webinar, “Own Your UCaaS Relationships … and Own Your Future.”