The 2024 Friend of the Channel Award recognizes communications and IT vendors that have demonstrated excellence in developing their channel programs. The award winners represent vendors that have shown a commitment to supporting their channel partners and helping them grow their businesses.
Not surprisingly, the channel has become an increasingly important strategy for technology vendors because, of course, a well-designed and -managed program can deliver significant value to vendors, partners, and customers alike. Ultimately, of course, it all comes down to the revenue opportunity created.
Channel programs enable vendors to increase their market reach into new geographies and customer bases more easily and quickly than with a pure direct sales strategy, while also reducing sales costs and reducing time to market with new products or enhancements. Working through channel partners also drives higher customer satisfaction because partners are able to deliver local support and expertise. At the same time, partners may have access to training, marketing and sales, engineering and other resources that enable them to expand their product portfolios and reach into new customers. It all helps partners develop trust and deeper relationships with customers, which, in turn, drives brand awareness and loyalty for vendors.
Of course, much of the success both vendors and partners enjoy comes down to how well vendors design and develop their programs. Not all channel programs are the same – which is not to say different models aren’t successful. Some vendors have a channel-only approach, while others run complementary channel and direct sales strategies. Either way, though, successful channel programs do have several common traits, including clear value propositions, strong support, effective communication and, of course, fair compensation structure.
We congratulate these winners of the 2024 Friend of the Channel Award. While some of these companies have well-established channel programs and others are more recent, they share a common focus on driving mutual growth for their brands and partners.
101VOICE
The 101VOICE Partner Program was established in 2017 to foster strong relationships with MSPs, VARs, and agents. The program aims to provide comprehensive support, cutting-edge tools, and competitive incentives to help partners expand their offerings and drive mutual growth.
101VOICE targets partners experienced in the technology sector, with a focus on customer satisfaction and innovation. Partners typically serve SMBs, enterprises, healthcare, government, and educational entities, offering IT services such as unified communications, cloud solutions, and network security. The 101VOICE Partner Program operates nationwide, ensuring nationwide accessibility and support for partners and customers. The program provides localized resources and assistance to help partners succeed in their respective regions.
101VOICE offers a comprehensive suite of marketing and sales tools through its Partner Portal, including co-branded materials, lead generation programs, and training. Partners also have access to a dedicated partner account manager for personalized support and guidance. The program features order tracking tools, such as an opportunity dashboard and a project management dashboard, providing partners with real-time updates on deals and project progress.
The most notable aspect of the 101VOICE Partner Program is its unwavering commitment to partner success. The program offers cutting-edge communication solutions, reliable support, extensive training, and dedicated account management. Partners appreciate the program's flexibility, allowing them to customize offerings to meet customer needs.
AireSpring (News - Alert)
AireSpring has always been a channel-focused business since its founding in 2001 and remains fully committed to the channel today, prioritizing partners and eliminating internal sales competition. The company's dedicated channel team, comprised of industry veterans, provides expert guidance and support at every step. Additionally, AireSpring's real-time quoting and order tracking tools, QuoteSpring and agentSTAR, streamline sales efficiency.
AireSpring's commitment to partner success extends to its comprehensive support. The AIreCONTROL platform enables partners to manage customer solutions seamlessly with AI-powered automation. The company's expanded solutions engineering team provides expertise in UCaaS, SD-WAN, and Security. AireSpring offers ongoing training and partner certifications to keep partners up-to-date on the latest technologies.
Partners can also benefit from AireSpring's competitive pricing, which enables them to secure deals more effectively. The company offers evergreen commissions, ensuring partners receive recurring revenue, and SPIFFs on successful renewals, providing additional earning opportunities.
AireSpring's financial stability and reliability are additional factors that contribute to partner success. As a debt-free, family-owned company, AireSpring offers partners peace of mind and a proven track record of on-time commission payouts.
Beyond financial stability, AireSpring also offers a comprehensive suite of solutions and has a vast geographical reach. The company's geo-redundant network ensures optimal performance and reliability, while its extensive partnerships with over 20 major network providers expand its reach.
AireSpring's personalized customer service further enhances partner success. The company's AireCare portal provides customers with self-service options and dedicated support. Additionally, AireSpring offers a clear escalation path, ensuring that customer concerns are addressed promptly.
Blackpoint Cyber
Blackpoint Cyber offers a channel program designed to equip MSPs with the tools and support they need to deliver robust security solutions to their clients. Launched in 2020, the program focuses on enabling MSPs to seamlessly integrate Blackpoint's Managed Detection, Response, and Remediation (MDR+R) services into their existing offerings. This empowers MSPs to leverage Blackpoint's 24/7 SOC expertise, further enhancing their security posture and offering an additional layer of protection to their clients.
Blackpoint's channel program caters to MSPs serving the SMB and MidMarket sectors. These partners typically offer a range of IT services and are increasingly embracing security as a vital service.
Blackpoint offers a global reach, enabling partners worldwide to leverage their expertise. The dedicated Marketing and Sales teams actively engage with partners, providing support at various industry events and promoting partner-led activities.
The Blackpoint Partner Portal acts as a one-stop shop for partner needs. It facilitates customer onboarding tracking and provides access to partner resources. Additionally, Blackpoint offers white-glove sales support, ensuring partners have dedicated personnel to assist them throughout the sales cycle.
Blackpoint prioritizes partner success through its intuitive onboarding process and comprehensive platform training. This empowers partners to effectively manage their accounts within the Blackpoint Partner Portal and collaborate seamlessly with Blackpoint's account teams to protect their clients.
Blackpoint partners value the personalized account management approach. They appreciate the ability to offer their clients unparalleled security with Blackpoint's 24/7 SOC proactively remediating cyber threats.
Broadvoice
Broadvoice established its Broadvoice Partner Advantage Program in 2014 with a core principle: Partner success fuels Broadvoice's growth. This channel-first approach empowers partners to expand their offerings and thrive in the competitive communications landscape.
Broadvoice seeks established partners with a solid customer base, ideally those with experience selling telecom, UCaaS, and CCaaS solutions. Partners focused on growing recurring revenue are a perfect fit. Broadvoice invests heavily in its partner program, providing comprehensive support throughout the sales cycle and beyond, and partners receive a suite of tools and resources, including training programs, marketing materials, demo accounts, and intuitive quoting tools.
Broadvoice's dedicated partner team, consisting of a Channel Manager, Partner Sales Manager, and Sales Engineer, ensures a seamless experience. Their concierge quoting service and rapid turnaround times further streamline the process. Beyond the sale, Broadvoice's 90-Day Customer Success Program ensures a smooth transition for new customers, fostering user adoption and maximizing system value.
The program offers attractive financial rewards and a President's Club recognition program, and partners can earn additional revenue through Broadvoice's Markup Program, Certified Installer Program, and incentives for maintaining their customer base and acquiring new logos.
Broadvoice's CXHub, a BPO marketplace, allows partners to connect clients with outsourcing services, further increasing revenue opportunities and client retention. In addition, Broadvoice offers comprehensive support, including co-marketing initiatives, MDF programs, and dedicated assistance for launching campaigns.
Partners appreciate Broadvoice's genuine interest in their success and their customers' needs. The company's commitment to excellent service levels, customer onboarding processes, and ongoing support fosters a positive experience for both partners and their clients.
FluentStream
FluentStream established its channel program in 2019 to empower partners and fuel their success. The program focuses on partnering with small and medium-sized MSPs seeking to offer a high-quality phone system without the burden of telecommunication regulations. FluentStream operates primarily within the United States and Canada, providing nationwide coverage.
The company offers comprehensive support to partners, including dedicated channel leadership, sales and support teams, and a user-friendly partner portal. Partners benefit from a partner-centric approach, flexible partnership models, industry-leading support, comprehensive product suites, seamless integration, and financial incentives.
FluentStream's partners appreciate the company's transparency, open communication, and commitment to supporting their success. The company's focus on building strong relationships and providing tailored solutions fosters a positive experience for both partners and their clients.
FluentStream's channel program offers a compelling opportunity for partners to expand their offerings, generate additional revenue, and provide exceptional value to their customers.
Hyperion Partners
Hyperion, a provider of mobility and wireless solutions, launched its channel program in 2023 to address the growing demand for hybrid wired/wireless infrastructures. The program empowers MSPs to offer their clients advanced connectivity solutions, enabling them to overcome challenges and expand their revenue streams.
Hyperion's program targets MSPs serving verticals like oil & gas, retail, and healthcare, and others where customers benefit from augmenting their existing broadband infrastructures with fixed wireless. The program operates within the United States, offering partners a valuable service to expand their offerings and address the evolving needs of their clients.
Hyperion provides comprehensive support to its partners through its dedicated sales teams and the Hyperion Hub, a centralized platform designed for sales optimization. Partners benefit from deal registration, order management, commission tracking, and stakeholder engagement metrics.
MSPs appreciate Hyperion's program for its ability to monetize fixed wireless services, generate ancillary revenue, and expand their service portfolios. Hyperion's comprehensive solutions and support enable partners to offer customers advanced mobility capabilities, meeting emerging business needs and driving growth.
NUSO
NUSO's Partner Program, launched in 2018, was designed to support the company’s objective of selling exclusively through channel partners, fostering a collaborative environment built on shared success. This allows NUSO to focus on crafting innovative communication solutions while partners handle sales and service delivery.
NUSO targets Managed Service Providers (MSPs) catering to SMEs and some larger enterprise clients. Partners leverage NUSO's complete communication stack, encompassing SIP Trunking, UCaaS, CCaaS, Microsoft (News - Alert) Teams integration, and CPaaS enablement, to offer comprehensive IT solutions. The program boasts a strong geographic reach spanning the United States, Canada, UK, and EU.
Partner support is a cornerstone of the NUSO program. From pre-sale technical advice and participation in customer meetings to post-sale implementation and ongoing support, NUSO's team is readily available, and partners have access to the same 24/7 US-based customer support as NUSO's own engineers, ensuring consistent, high-quality service.
Order tracking is streamlined through the NUSO Quote Portal. Partners have real-time access to information on all accounts, proposals, bids, and transactions, allowing them to track customer interactions seamlessly.
However, the most unique aspect of the program lies in the NUSO Management Portal. This revolutionary platform empowers partners with an unprecedented level of control. They share the same portal used by NUSO engineers and customers, providing a "single pane of glass" view for managing all aspects of customer service. This transparency fosters collaboration and positions partners as trusted advisors instead of competitors.
Flexibility is key. Partners choose their level of customer service involvement, leveraging NUSO's support team as needed. The shared portal ensures a smooth customer journey, from implementation to ongoing support. Partners consistently praise two key aspects: responsive, human-based customer support and the intuitive NUSO Quote and Management Portals.
Reinvent Telecom
Reinvent Telecom's White-Label Partner Program, established in 2010, was built on the foundation of its parent company, Saddleback Communications, and prioritizes partner success through ownership, accelerated time to market, and in-house expertise.
Reinvent focuses on developing long-term, high-margin partnerships with resellers, MSPs, and telecom/broadband providers across North America. The program empowers partners to own the customer relationship, controlling branding, pricing, and service packages. This fosters long-term value for partners' businesses.
Partners benefit from Reinvent's low startup costs, competitive rates, and proven platform. The company's shared resources with Saddleback allow for competitive pricing, passed on to partners for increased profitability. Additionally, partners leverage Reinvent's existing infrastructure and expertise, eliminating the need for investment in technology or personnel.
Reinvent's support includes white-labeling and co-branding options, allowing partners to tailor branding to their needs. The Reinvent Partner Portal (RPP) is a comprehensive platform that manages the entire sales cycle, from quoting to billing, enabling partners to focus on customer acquisition and service delivery.
Reinvent's White-Label Partner Programs offer several key advantages, including competitive margins that allow partners to build healthy businesses; no quotas, so partners can focus on building long-term customer relationships without pressure to meet quotas; and high availability thanks to Reinvent's geo-redundant network.
Telesystem
Established in 2016, Telesystem's channel-centric approach focuses on building strong relationships with VARs, telecom consultants, and MSPs. The company's strategic acquisitions in 2014 paved the way for a national expansion and a shift towards a partner-focused model.
Telesystem specializes in simplifying complex IT scenarios, ensuring a smooth experience for both partners and their customers, supported by a geographically dispersed channel team that ensures partners have a dedicated point of contact within their specific region.
Telesystem's channel team is dedicated to supporting partners at every stage of the sales cycle with experienced channel leaders, sales engineers, cybersecurity experts, account managers, and a dedicated sales support team. Telesystem's single point of contact approach and dedicated project management team ensure a seamless customer experience. Partners have access to a partner portal for order tracking, commissions, and trouble ticket management.
Telesystem provides partners with a vast library of co-brandable marketing materials, customizable campaigns, and event sponsorship opportunities. The company's commitment to exceeding partner needs extends to active engagement, knowledge sharing, and support throughout the sales process.
Telesystem's Strategic Partner Program offers exclusive benefits to top-performing partners, including tailored resources, tools, and support to boost revenues and strengthen collaborative efforts.
Partners value the company's transparency, open communication, and commitment to supporting their success and building strong relationships.
Verint (News - Alert)
Verint's Partner Program fosters a collaborative environment where partners of all sizes can thrive. Launched in 2001, the program empowers partners to expand their offerings, accelerate growth, and differentiate themselves with Verint's industry-leading customer experience (CX) solutions.
Verint's channel program caters to a broad spectrum of partners, from regional specialists to global players. Its tiered structure ensures all partners have the resources they need to succeed, including ongoing support, training, marketing materials, and access to the Verint Developer Portal with APIs for easy integration.
Verint's commitment to partner success extends beyond sales enablement. The Verint Cloud Management Office and Engagement Framework streamline cloud processes, while the Verint Global Partner Program Management team provides strategic guidance throughout the customer lifecycle.
A key differentiator is the Verint Platform Extension Program (PEP), which empowers partners to create innovative solutions by integrating applications across the Verint portfolio. The Verint Marketplace showcases these partner-developed solutions, increasing their visibility and driving revenue for partners.
Partners consistently rank the Verint Marketplace as a program highlight. It provides a platform for partners to design and expand their go-to-market offerings, leveraging hundreds of Verint and partner-developed solutions.
Verint's commitment to partner success is evident in the program's impressive growth. Partner participation in PEP has soared by 104% since 2022, with a corresponding surge in traffic to the Verint Developer Portal and partner listings in the Marketplace.
Windstream Enterprise (News - Alert)
Windstream Enterprise offers its ONE Partner Program, a comprehensive program designed to empower partners and fuel their success. Established in 2005, the program prioritizes both new ventures and fosters strong relationships with existing partners, particularly subagents within its master agent network. Windstream actively educates and equips partners with the latest technologies to address evolving business needs.
The ONE Partner Program offers nationwide coverage across the continental US and Hawaii. Geographically dispersed Channel Managers ensure personalized support for partners, providing a dedicated point of contact within their specific region.
Windstream equips partners for success with a robust suite of marketing and sales tools, including a vast library of co-brandable content, case studies, and marketing materials. Additionally, dedicated partner email newsletters and social media channels keep them informed about industry trends and company updates.
Windstream's ONE Partner Program streamlines the entire process, from quote generation to installation and service updates. Partners gain a single-pane-of-glass view through the WE Connect Partners portal, offering real-time insights, order tracking, and customer support features.
The ONE Partner Program stands out for its focus on partner success. The program offers competitive compensation packages with SPIFFs and residuals, ensuring partners are rewarded for driving sales.
A program feature is the WE Connect Partner Portal, which simplifies partner operations by combining order management, customer support, network analytics, reporting, and location visibility into a single, user-friendly interface.
