In the technology reseller space, one thing is key: mutuality.
That inter-dependent relationship between vendor and Managed Service Provider which only delivers when both parties succeed.
Indeed, the partnership is at its most mutually-beneficial when the degree of separation is at its smallest. Of course, both parties are separate entities but, when the dividing line is burred, magic can happen.
The best vendors understand the power of mutuality and put it at the very heart of their go to market strategy. Their partner network is as highly-valued as their own workforce; encouraged to work together as one in a true collaboration focused fully and jointly on the end customer user experience.
With the challenge to compete with the giant over-the-top unified communications platforms continually applying commercial pressures, Managed Service Providers must offer their customers not only cost-effective alternative tools and functionality, they must also have what it takes to deliver stellar levels of service.
Partner with a vendor that is on the same page, and the opportunities are everywhere.
“The best-performing Service Providers are those that have been empowered to take control of their own future; and the best-performing vendors are those that do the empowering,” says Mark Sher, Senior Vice President of Product Marketing at global cloud communications provider Intermedia, whose partner support programme is part of its DNA.
“Our motto in relation to our partner network is: ‘We Work For You’. It is writ large in every aspect of our partner relationship and it is a philosophy which we believe provides the foundation for that mutual success.”
Core to that success is the ability for MSPs to seamlessly move their customers away from an inflexible and cost-inefficient Cap Ex-based consumption of communication technology to a more agile, cost-effective, and pay-as-you-go Op Ex alternative delivering both employee collaboration and customer communications all wrapped with some really smart AI.
In addition, Intermedia MSP partners sell and support its suite of white label solutions under their own name and with their own branding, allowing them to set their pricing, take the top line revenue and, most importantly, own the customer relationship.
And, crucial to the success of it all, they are able to do so at a highly-competitive, monthly-recurring price point that offers significant value for money and supports a swift and healthy return on investment.
“We take a 360 degree approach to supporting partner success and we think we provide everything that partners need to make it happen,” says Sher. “It’s about making things as easy as possible, and as profitable as possible for our partners.”
In the case of Intermedia, reseller partners benefit from a tried and tested five-point plan designed to maximize their ability to not only win new business but to create ‘sticky’ long-term customer relationships that endure.
First, partners’ teams receive comprehensive training in the deployment, use and optimization of the entire Intermedia suite of products and services, from the most basic business phone system to its full-blown omnichannel contact center solution.
Next, Intermedia’s giant marketing machine provides partners with all they need to build and showcase a compelling offer. Totally customizable in line with partners’ own brand identity, it comprises eye-catching sales collateral such as data sheets, web content, promotional videos, thought-leadership blogs, and a strong social media presence.
Partners are then fully integrated with Intermedia’s powerful and automated provisioning platform that enables swift and easy delivery of solutions and services, from quoting, to ordering, to provisioning, to billing.
At the same time, Intermedia’s sales and provisioning support kicks in – help, advice, and practical assistance in every aspect of pre-sale and post-sale processes.
Last but not least, partners benefit from ongoing 24/7 technical support provided by a global team of expert Intermedia engineers that are on hand to answer every question and fix every issue; ensuring partners’ customers leverage all of the benefits all of the time.
That’s wins all round… and that’s true mutuality.
To learn more about how Intermedia can help your MSP business grow, click here.
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