Broadvoice Bullish On Channel Strategy, Offers Cloud PBX, SIP Sales Incentives To Partners

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VoIP and telecommunications provider Broadvoice, in the midst of growing a channel program, is offering second-quarter sales incentives for partners selling its cloud PBX and SIP trunking solutions.

Los Angeles-based Broadvoice is relatively young in the channel, having developed a partner program two years ago, and is now focusing its energies on boosting its sales through these partners. To court more master agents, telecom agents and VAR partners, Broadvoice is giving partners the opportunity to earn lucrative upfront payments -- on top of their typical recurring revenue commissions -- for selling its hosted voice and SIP trunking services during Q2 2016.

Partners selling Broadvoice's cloud PBX in Q2 can earn up to four times the monthly recurring revenue from the sale in the form of one upfront payment. Alternatively, partners can choose an upfront payment doubling the typical monthly recurring revenue, as well as a free lease on an HD voice IP phone for each hosted voice seat -- a value of about $120 per seat, Broadvoice CEO Jim Murphy told CRN. 

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While some partners would rather take one upfront payout, Broadvoice wanted to let partners receive their incentives in the way that made the most sense for their business, Murphy said.

"We learned early on that not all flavors of incentives programs work for all partners," he said. "Some partners have told us, 'We want to make this as easy as possible for the end user, so I want to be able to give customers the free phones because they are coming from a legacy PBX.' We let [partners] pick as they see fit -- whatever works best for them and for each deal."

The SIP trunking incentive lets partners earn double the amount of monthly recurring revenue on the sale as an upfront payment on any SIP package. Broadvoice's SIP offerings include small-to-midsize, enterprise, call-center and unlimited packages.

All Broadvoice partners today are eligible for both the provider's cloud PBX and SIP trunking sales incentives, Murphy said.

The sales incentives are helping to drive revenue by getting the attention of agent partners, according to Alan Sandler, founder and managing partner of master agent and Broadvoice partner Sandler Partners.

The Hermosa Beach, Calif.-based master agent said he believes that while sales incentives help to attract partners, these incentives alone are not enough to drive long-term business if the provider doesn't hold up its end of the bargain.

"Incredible spiffs like what [Broadvoice] is offering grabs attention, but it's their underlying core commitment to take care of customers and agents that is growing the business," Sandler said.

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