Software-as-a-Service (SaaS) provider, IPscape, has launched an alliance program around its pay-as-you-use contact centre and call centre solutions.
CEO, Simon Burke, said the company was aiming to shift towards a more indirect model. About 80 per cent of its business is direct and the company would like to flip that figure to 90 per cent through the channel within the next 12 months.
“The alliance channel for us is core to our strategy and critical for our business,” he said. “We have a handful of channel partners in the telco and IT services space and we’re seeking to expand on that significantly and make the channel the only way we go to market.”
The alliance program features detailed training, technical, sales and marketing support and various pricing arrangements depending on partner level.
IPscape has about five partners including salesforce.com, IP Systems and Sema Group.
Burke said the aim was to find more partners within the SME space.
“We know there are a lot of IT service companies and telcos that are selling their traditional services and probably not focusing on, or don’t have any capability to deliver anything into the call centre,” Burke said. “We’re really looking to ensure there’s alignment of strategy between the reseller and IPscape that would involve the menu of services, products and solutions they sell, and making sure there’s a fit between all the capabilities.”