2017 Cloud Partner Programs Guide Details

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Fonality Channel Partner Program

U.S. Headquarters6900 Dallas Parkway, STE 250
Plano, TX 75024
U.S. HQ phone number9722353439
Year Company Founded2005
CEOGrant Evans
Worldwide Channel ChiefJohn Young
TitleSVP Global Sales
Date Began Serving In This Role1/1/13
North American Channel ChiefJohn Young
TitleSVP Global Sales
Date Began Serving In This Role1/1/13
North American Cloud Channel Program ManagerNatalie Botti
TitleChannel Development Manager
Email Addressnbotti@fonality.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Year Cloud Channel Program was established2014
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.The Fonality Partner Program provides a simple solution for master service agents, (MSPs) and (VARs) to open new revenue streams by adding cloud-based business phone systems and UC to their portfolio. Partners choose Fonality because our innovative communication solutions are not only reliable and affordable, but also help business owners and managers sell, service, and collaborate with ease. Our unique Heads Up Display™ application is the perfect complement to a full-featured business phone solution that will help drive business for our partners. The program offers discounts or commissions at three partner levels: Referrals, Authorized and Certified. Partners at either Authorized or Certified levels can choose to work as agents, receiving commission based on recurring revenue, or as resellers, receiving discounts on both software and hardware. The program offers joint marketing funds as a quarterly bonus. Fonality has developed a unique partner program focused on three primary areas: • Reducing customer churn and increasing customer value with a simple, user-friendly business communication solution. • Complimenting a partner's existing line of revenue with a long-term recurring monthly income. • Growing customer demand, which is driving double digit market growth exceeding $62 billion by 2018 We've created a program built on industry leading commissions and discounts. We offer both upfront and recurring payment schedules to align with the business model of each partner. Our program graciously rewards success with revenue as well as marketing dollars to continue momentum. We also offer dedicated resources through our partner program to provide assistance and support at every stage of the sales cycle, including access to: • Partner development experts • Marketing consultants • Channel sales manager • Sales engineers The partner community is the heart of our business, and we've constructed a unique partner program we've found to be mutually beneficial to Fonality and our partners.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.(1) Ability to offer their clients Best-in-Class UC solution (2) Collaborative co-selling Channel Manager resources (3) Ability to provide both on-premises solution as well as a pure hosted solution
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?0.85
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
In what areas does your company currently have a Public Cloud Service?
Cloud Applications/SW
Cloud Hosting
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as agents
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Special financing or leasing of equipment for Cloud Builders or Service Providers
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?Yes
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Revenue commitment
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