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How Understanding a Partner’s Battlefield Drives Channel Success

SPONSORED POST   Anyone who knows me, knows I love movies. And Gladiator is one of my all-time favorites. When Maximus reaches down and picks up a handful of dirt before each fight—connecting with the earth he’s about to fight on, drawing strength from his co.. Continue

How Understanding a Partner’s Battlefield Drives Channel Success

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Company & Partnership News

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Written by
John DeLozier

SPONSORED POST

 

Anyone who knows me, knows I love movies. And Gladiator is one of my all-time favorites. When Maximus reaches down and picks up a handful of dirt before each fight—connecting with the earth he’s about to fight on, drawing strength from his connection to the soil—that’s powerful. And it’s an analogy I use often with my team when we talk about our partners.

Feeling the dirt

Let’s face it, for true success in the channel, vendors need more than a great product or solution. They also need a willingness to meet partners on their own turf and support their individual routes to market. Coming from the partner world, I get it. I encourage my team to get out there and “feel the dirt” with their partners. There’s a tangible value in entrenching yourself with your partners on the front line—and it’s making all the difference at 8x8.

Get in the trenches

Energized by a vision from our CEO, Vik Verma, to take 8x8 to the next level and accelerate growth in the channel, we’ve been heavily investing in the partner community for the past year and a half. From delivering best-in-class programs that drive partner profits and margin to hosting creative customer engagement events from coast to coast to growing our channel team from 10 to more than 150—8x8 is all in for our partners.

From sub-agents and VARs to MSPs and group purchasing organizations, our Elev8 Partner Program offers a fit for every partner. And driven by a zero-channel-conflict compensation model, 8x8’s dedicated team provides the highest level of support on every opportunity.

We’ve found that when a supplier brings opportunities to the partner—in their route to market—it changes the game. Reciprocity is huge at 8x8. Give a partner what they need to be successful, including industry-leading solutions and support, and mutually beneficial wins naturally follow.

Elev8 Blitz Days and demand-generation events are another crucial component of our highly successful partner program. We conduct approximately 200 Blitz Days a year, wherein 8x8 and a partner team up to take the day of engagement to a whole new level. The 8x8 team provides a prenurtured call list and attacks the phones with the partner, offering new prospects as well as support that directly contributes to new deal registrations.

Prior to the actual Blitz Day, 8x8 also provides co-brandable nurture campaigns and access to Autom8—our marketing automation tool—ensuring that partners have exactly what they need to successfully generate and qualify leads as well as close deals.

The power of one

Out on the front lines, delivering reliable solutions that our partners can confidently stand behind is a winning strategy. An eight-time leader in the Gartner UCaaS Magic Quadrant and the only UCaaS leader also in the Gartner Magic Quadrant for CCaaS, 8x8 provides one global cloud communications platform for voice, video, chat and contact center.

Future-proof and built on proprietary technology that’s been internally developed and is 8x8-owned, X Series accelerates business for customers by offering lower total cost of ownership (TCO) in an easy-to-deploy, cloud-based solution.

Beyond the battlefield

As we march with our partners into a new decade, look for exciting enhancements to our solutions as well as our partner program. With a spotlight on partner education and certification, 8x8 University offers complementary partner training and enablement tools online, on-site or instructor-led via the web.

In addition, look for 8x8 to continue investing in our partners to expand knowledge and grow best practices, including helping our Unified Communications as a service (UCaaS) partners expand into Contact Center as a service (CCaaS), supporting partners who’ve closed one deal into becoming partners who close multiple deals, and guiding partners toward becoming influencers within their own communities and beyond.

Come experience a new spirit of partnership and become an 8x8 partner. Contact Kaitlyn Cornell, Ingram Micro Cloud development executive, to learn more and schedule an 8x8 Blitz Day.