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ShoreTel Introduces Points System to Partner Programme

ShoreTel today announced a simplified and enhanced Champion Partner Programme driven by a points-based system. The programme encompasses both cloud and onsite sales while offering channel partners increased involvement in the delivery of cloud services.

The new Champion Partner Programme moves to a points-based reward system with one annual target, enabling partners to earn points based on the value they provide in the marketplace. With a points system, ShoreTel merges its cloud and onsite partner tracks into one program and consolidates 11 tiers into four. ShoreTel partners now have control over how they meet their commitments and can do so through a combination of cloud, onsite and hybrid sales and ShoreTel Connect training.

The programme also offers an expanded role for channel partners in the delivery of cloud services. New functionality in ShoreTel Connect – the new common platform for onsite, cloud and hybrid deployments – will allow partners to participate in the implementation and support of their cloud customers and create incremental business opportunities for partner-provided value-added services. Another enhancement will allow partner names to appear on ShoreTel Connect CLOUD bills. In addition, partners can learn how to capitalise on the cloud opportunity by enrolling in ShoreTel’s newly created Cloud Implementation Academy. This collection of courses, offered at no charge, will teach partners how to participate in the delivery of cloud services and monetise the opportunity.

“We recognise the importance of adapting our channel programme as the needs of the market evolve, and we’re proud to be among the first to move to one common programme with four tiers based on a points system,” said David Petts (pictured), senior vice president of worldwide sales at ShoreTel. “ShoreTel has once again worked extensively with its channel community to create a progressive programme in which everyone can thrive. Now, partners choose what to sell based on customer needs and are rewarded regardless of where they put their resources. The program enhancements complement the ShoreTel Connect platform by rewarding partners no matter which deployment model the customer selects.”

Blue Fox Group is a ShoreTel Enabled partner in Phoenix, Ariz. Mike Lindsley, partner, said: “With the new Champion Partner Programme, we now have control over how we meet our commitment and are not concerned about carrying two quotas. This enables us to lead with ShoreTel, to focus on the customer and the best solution to meet their communications needs. ShoreTel has made it brilliantly simple for partners to know how to achieve their partner level.”

Training has always been a key part of the ShoreTel Champion Partner Programme. With this update, ShoreTel is offering new modular training, based on ShoreTel Connect, that will drive higher partner competency with less resource investment. Rewards have been added for certification training above minimum requirements so partners can also earn points that count toward their tier targets.

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David Dungay

Editor - Comms Business Magazine