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Local SaaS provider rolls out channel program

Three-tier channel program and ongoing trailing commission major benefit for partners, PipeVines claims

Australian software-as-a-service (SaaS) startup, PipeVines, is rolling out its local channel strategy.

PipeVines offers a SaaS telephony solution for call centre environments. Since unveiling its product last month, the company has been building a reseller training and rewards program and investing in sales and marketing.

PipeVines CEO, Peter Spoto, claimed the best way of educating the channel was to offer partners PipeVines tools to use within their own business.

The company has also put together a sales manual to instruct partners on how to sell its solution.

"Using the product is the best form of education, and we'll be communicating to our partners through our tools for that reason," he said.

PipeVines is establishing a three-tier partner program. The lowest level partner, the agency agreement, requires one staff member with sales competency certification, but no technical certifications. Reseller- and distributor-level partners will require technical certifications as well.

Spoto said most partner benefits came from on-going trailing commissions from the PipeVines solution.

"Partners who sign up and manage customers will get paid for it through the length of the contract," he said.

PipeVines will also offer a points-based rewards program, based on performance, to go towards joint marketing initiatives.

It is finalising its global expansion plans and will break into the US in June.

Pipe Vines is also generating interest in the UK, and has recently acquired a client in the Philippines.

Nominations for the 2012 ARN IT Industry Awards open on Tuesday, June 12.

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