The partner programme was restructured in May 2007 with the consultation of existing partners and gained further momentum with the appointment of new Channel Director, Steve Day, last December. New tools announced today include the Business Partner Portal, a constantly-updated online library of Inclarity solution collateral and resources. Inclarity has also created a Proposal Tool, which is fully customisable and enables a partner’s sales team to quickly and effectively generate pre-priced customer proposals.
Inclarity continues to innovate for partners with the launch of a ‘Campaign-in-a-Box’ around its voice continuity solution. Resellers receive a datasheet, presentation and online communication which links to a landing page, with a survey for recipients to complete to find out how prepared their company is to mitigate disaster scenarios. The campaign can be completely customised to reflect our partners unique brand. Its aim is to assist in positioning every reseller as a thought leader within the hosted VoIP market and attract new opportunities.”
Inclarity’s improved proposition to channel partners also involves support across key pre-sales and marketing areas. Each reseller has a dedicated channel account manager, who works closely with partners to help grow their business. Extensive training is provided and, in addition to offering VoIP demonstration facilities, Inclarity works with resellers to develop their own demonstration facility for customers.
Lee Shaw, of ICT services management firm and Inclarity partner Bailey Teswaine, who tested the Proposal Tool, said: “It’s a great innovation and very easy to use. We’ve customised it to include additional Bailey Teswaine services. It’s is a real plus for the sales team in being able to produce configurations and pricing in real time for the customer, and ultimately help boost sales.
“Since joining the programme in April, we have already seen tangible business benefits. Inclarity has provided us with excellent support options, cross-selling opportunities and a sustainable revenue stream which benefits both our own and our customers’ businesses. Its ethos complements the Bailey Teswaine commitment to sustainability, and I see Inclarity’s carrier-grade platform as leading the market, making it an ideal fit for our strategic hosted desktop solution. Thanks to Inclarity, we can offer customers flexible SLAs to meet their changing business requirements,” he added.
Steve Day, Channel Director at Inclarity, says: “We’ve invested heavily in developing a strong Channel Partnership Programme. It’s vital that we support our resellers in a structured way and we’ve listened to them and tailored the programme to meet their needs every step of the way. The channel is key to Inclarity’s growth and we’re committed to offering them the best possible tools to sell hosted VoIP to their customers.”