CRN Exclusive: VoIP Provider Ooma Launches New Partner Program Targeting ISPs

Seven months after Ooma unveiled its first-ever channel partner program, the VoIP provider is launching a brand new partner program aimed at internet service providers.

The Ooma ISP Partner Program will focus on recruiting local wireless ISP providers and arming them with voice services for their internet subscribers, Tim Sullivan, vice president of sales at Ooma, told CRN.

"Now, regional ISPs can partner with [Ooma] for the voice component of their triple play, which is a really strong value-add that they need to compete with the big guns in the area, like Comcast and Spectrum," Sullivan said.

[Related: CRN Exclusive: VoIP Provider Ooma Calls On The Channel With Brand-New Partner Program]

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The ISP program gives partners access to Ooma's cloud-based phone system and voice services, consolidated billing, and a co-branded activation page. Ooma said it would provide online training to ISP partners so their customer service agents can provide high-quality customer support.

The new program lets ISPs can earn recurring residual income on Ooma's phone services, including its Ooma Office Business service, its cloud-based phone system coupled with either analog or IP-based phone products.

ISP partners will also be able to offer a competitive phone service, without obstacles like tax filings or becoming a registered Local Exchange Provider (LEC) with the Federal Communications Commission, Sullivan said. These providers will sign up with Ooma almost in the same fashion that an agent partner would sign on to work with a carrier.

Revealed in August 2016, the Ooma Office Partner Program today includes systems integrators, MSPs, and VAR partners. These partners are earning monthly recurring revenue, as well as hardware margin on Ooma Office, the provider's cloud-based phone system and desk phone products.

Similar to The Ooma Office Partner Program, the ISP partner program allows provider partners to target small-business customers. In fact, ISPs can also join Ooma's Office program for solution provider partners, Sullivan said.

The ISP program also lets providers sell Ooma's services to residential customers.

Originally a VoIP provider of residential phone services, Ooma extended its services to business customers in 2013.

Targeting the ISP community was the next logical step for Ooma, following the success it's seeing from its Ooma Office Partner Program for solution providers, Sullivan said.

"Regional and sometimes rural providers that are proving broadband to underserved communities not reached by the large cable companies is a budding market," he said. "There is a big opportunity there that we are seeing, and we think there is really value there for the ISP."