New innovations enter the market nearly every day. What determines the success of one and the failure of another? For PanTerra (News - Alert) Networks, success lies in its channel partners, promoting its products to the clients that actually need them.

The provider of unified cloud services for enterprises in the mid-market recently announced that it has experienced considerable success with channel partners promoting its SmartBox service. Channel partners like the program as it provides them with access to a lifetime of recurring revenue thanks to viral marketing opportunities. This is significant in a market where the sales cycle can be long and the opportunity to shorten is limited.

While cloud services offer a shorter sales cycle, many have lacking a revenue stream that was recurring. PanTerra Networks aims to change this approach in the industry by providing a file-sync-and-share service that is combined with unified communications. As a result, channels have a real opportunity to deliver the perfect collaboration package customers need.

The SmartBox service is currently being sold by partners like Converged Network Services (CNSG), Dial Communications, eXemplify Group, Fulton Communications, Converged Communications, Live Wire and Creative Micro. Their customers are enjoying access to the freemium model offered by SmartBox, which delivers secure share, sync and store technologies with QoS. Relying on this model, partners significantly shorten the sales cycle and upsell new services.

The free viral marketing opportunity is leveraged through the free SmartBox version. When customers upgrade their service, partners are automatically credited. PanTerra also offers complete syndication content that can be loaded onto a partner’s website with just a single line of code. No hardware, software or telecom provisioning is needed to deploy the SmartBox and the solution will overlay the customer’s existing telecom infrastructure.

Offering the SmartBox is ideal in those situations where the company is not yet ready to fully embrace the cloud and unified communications, but wants to test the waters. By doing so through a free service that is completely supported, they’re more apt to not only give it a try, but also upgrade to better access as they adopt the technology. In designing its business model in this way, PanTerra Networks made the product not only more appealing to the customer base, but also to channel partners.

Still, what’s so appealing about SmartBox in an age where the cloud is so readily accepted? PanTerra Networks was on hand at ITEXPO in Miami and was invited into the TMC (News - Alert) newsroom to share the details. To get the full scoop on the company and this innovative solution, check out the ITEXPO video in full.