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Collaboration Specialist Prysm Launches New Channel Program To Take Partners ‘To The Next Level’

Prysm is adding resources, MDF and training to its new Engage Partner Program, seeking to expand nationally and internationally through the channel.

Cloud-based collaboration specialist Prysm is boosting its channel efforts by launching the new Prysm Engage Partner Program, hiring channel veteran Patrick Finn to lead the way.

’I came to Prysm to really take our partner program to the next level,’ said Finn, in an interview with CRN. ’We’re adding a lot of value here for partners, like new training and MDF to really mature our partner program.’

Finn has previously developed and managed partner programs for the likes of Accenture, Emptoris (acquired by IBM in 2012) and SAP Hybris. Finn was previously senior vice president of global channel and partnerships at SAP Hybris before joining Prysm in April.

[Related: Cisco Gets More Software-Centric With New Enterprise Agreements, A Big Move Towards Simplified Selling With Recurring Revenue]

San Jose, Calif.-based Prysm has only a few dozen channel partners but expects to double that number by the end of 2017 thanks to the partner program as well as its new Prysm Go collaboration solution unveiled in May.

The Engage Partner Program includes new joint marketing programs along with more MDF available. "We didn’t do a lot of [joint marketing] in the past, but we’re really trying to embrace our partners more," said Finn.

The program now enables Prysm partners to receive online training for its portfolio as well as certification programs. The vendor also created a new learning management systems for solutions providers and has revamped its partner portal.

The program has three partner levels: silver, gold and platinum. Finn said Prysm will be adding a specific consulting partner program under the Engage umbrella.

Bin Guan, CTO of Yorktel, a Eatontown, N.J.-based solution provider and Prysm partner, ranked No. 196 on CRN’s 2017 Solution Provider 500 list, said Prysm revenues are up in 2017 year-over-year and Finn’s hiring is bringing more in opportunities for Yorktel.

"Patrick is starting to bring more customer opportunities for us. Prysm has been doing this in the past, but he’s bringing leads to us where we can upsell more services beyond Prysm," said Guan. "It’s easy to do business with Prysm and now with the [new partner program], it’s driving a more closer partnership between us."

One of the key reasons for building a new program is tied to Prysm’s new UC solution: Prysm Go.

Finn said Prysm Go can turn any meeting room into a multi-purpose collaboration room, offering a digital whiteboard, wired and wireless screen sharing, no sign-in required and integration with other video conferencing and unified communications tools from the likes of Cisco, Polycom and Microsoft.


’Partners like the flexibility versus a closed system that just supports one technology,’ said Finn. ’If they already have implemented Cisco or Microsoft Skype, partners aren’t forced to tell a customer that they have to throw it away. So with us, you can support both.’

Guan said the "secret sauce" is in the company’s collaboration software.

"Customers want to be able to collaboration between anybody ... with the software running on top," he said. "The software behind the screen is why we love the Prysm solution in there."

The vendor’s flagship solution is the Prysm Digital Workplace Platform, which it says can bring every tool needed for meetings and collaboration anytime, from any device.

"For our display and hardware business, we really need to further build out and strengthen our AV (audio and visual) channel," said Finn. "We are looking to energize the AV channel and that’s critical for us – both in North America and around the world."

Prysm is looking to expand internationally into Asia and Europe markets.

"We’re looking at some of the emerging markets in Asia, China and India, for us we’re seeing a lot of demand there … In those regions we’re looking to do more recruiting of new partners and expand our partner ecosystem for sure," said Finn.

Prysm was founded in 2005 and has nearly 500 employees with offices in the U.S., China, India, Belgium, Germany and the U.K.

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