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What's more, Voice4Net actually compensates its partners for becoming members of that portal, with the expectation that as they get more involved in the program, they'll "share the load" with Voice4Net on things like development costs and installation, Voice4Net’s McFarland explained.
Voice4Net offers both on-premise and cloud-delivered software. It launched the latter business back in 2008 as a backup and disaster recovery option for customers -- a combination on-premise system with cloud-based backup -- but it was only recently that its cloud solutions really began to take off, McFarland said. Now, customers at least want to embrace virtualization if not always full-blown cloud, and all of Voice4Net's products are completely virtualized and can run atop any major hypervisor.
According to McFarland, the company will continue to focus on expanding its channel and market presence, and it has been gradually building an executive team. It hired former Personal Communications Systems executive Houston Hastings as its vice president, business development, and former Panasonic and Toshiba executive Larry White as its vice president, channel sales, earlier this year.
The move to recurring revenue based streams for many VARs, particularly more traditional voice and data dealers, is still a hard one, McFarland said. That's why it's so important to walk them through making deals stickier, with better commissions and more varied revenue streams, he explained.
"A lot of them like to sell the big hit: they have trucks to roll and mouths to feed," he said. "But as anyone who's sold insurance knows, it's a numbers game, and recurring revenue that's there all the time is so important. Making $50, $500, $1,000 a month on that isn't going make your payroll, but if you can knock down 100 of those, you can then sit back and focus on solutions selling -- take your time with the bigger guys."
McFarland said the other big pain point he hears from dealers is in quota relief. Voice4Net is working closely with some of its more strategic partners to help them sort that out.
"Some of these guys have a $100,000-a-month quota, and they can't possibly make that on a $5,000-a-month cloud deal," he said. "So we see a way to help them devise two businesses and figure out what different compensation structures would work for them to do this. We can help here."