Internet provider, Vocus Communications (ASX:VOC), has rolled out a revamped national partner program, ahead of its merger with the M2 Group. Vocus group executive of sales, Steve Floyd, told ARN the move was to streamline its processes across Australia.
“It’s something we’ve been working on for quite some time, since Amcom. We’ve been looking to relaunch the Vocus banner to align better across the country. So for the last six months, we’ve been working to get the national partner program ready to go,” he said.
The company took the building blocks from the Amcom partner program and tweaked it to offer new products, in addition to increasing the tiering and commissions of the program.
According to Floyd, the program was designed for IT companies that want to provide value for their customers by providing Vocus services such as its Internet services and IP telephony on a commission based model.
Vocus will bill the end customer and its partners will pick up a fixed percentage commission for that duration of the contract.
“What this does for our partners is, offer them with a whole product suite. Everything we sell, our business partners have access to and they can work with our specialists and account managers to better sell to the end customer.”
The national partner program will have a tiered model – the entry level is silver, while the higher tiers are gold and platinum. The differences between the tiers are based on the value of sales per year and targets set by Vocus.
“One of the differences is based on commission – it differs based on the products offered and amounts to 10 per cent to 15 per cent for platinum partners. That is a major part of it, but it’s more about our engagement with partners.
“At an entry level, we offer full training for our partners across all the products; account management is across all the tiers and when you get to the platinum level, you deal with the premium events and C-level interactions. There’s a closer level of engagement at that level,” he said.
Vocus will filter the companies into the specific partner tiers based on what they are as a company and what they want to achieve, which of their products fit with Vocus’ product portfolio, the size of their organisation, and which tier they feel comfortable in.
“There will also be some promotions to put some excitement into the channel.”
Floyd also mentioned that the move opens the company to a massive area in the market that it has not reached thus far.
“Vocus as a company has been focused on the wholesale side of the business – dealing with our larger carriers. Amcom is aimed at corporate and enterprise. What the national channel partner program does, is allow us to reach into the SME space (businesses between 10 to 100 seats as a customer) and we can do that through IT partners,” he said.
Floyd added that Vocus will be recruiting more partners as a result of this partner program launch.