Reseller News

​Boost for Kiwi resellers as ShoreTel revamps rewards-based partner program

“ShoreTel has once again worked extensively with its channel community to create a progressive program in which everyone can thrive."

ShoreTel has launched a simplified and enhanced Champion Partner Program driven by a points-based system, designed to significantly boost its New Zealand partner ecosystem from November 1.

The unified communications specialists say the program encompasses both cloud and onsite sales while offering channel partners increased involvement in the delivery of cloud services.

The new Champion Partner Program moves to a points-based reward system with one annual target, enabling Kiwi partners to earn points based on the value they provide in the marketplace.

With a points system, ShoreTel merges its cloud and onsite partner tracks into one program and consolidates 11 tiers into four.

The result is that ShoreTel partners now have control over how they meet their commitments and can do so through a combination of cloud, onsite and hybrid sales and ShoreTel Connect training.

“We recognise the importance of adapting our channel program as the needs of the market evolve, and we’re proud to be among the first to move to one common program with four tiers based on a points system,” says David Petts, senior vice president of worldwide sales, ShoreTel.

“ShoreTel has once again worked extensively with its channel community to create a progressive program in which everyone can thrive.

“Now, partners choose what to sell based on customer needs and are rewarded regardless of where they put their resources.

“The program enhancements complement the ShoreTel Connect platform by rewarding partners no matter which deployment model the customer selects.”

Petts says the program also offers an expanded role for channel partners in the delivery of cloud services.

New functionality in ShoreTel Connect - the new common platform for onsite, cloud and hybrid deployments - will allow partners to participate in the implementation and support of their cloud customers and according to Petts, “create incremental business opportunities for partner-provided value-added services.”

Another enhancement will allow partner names to appear on ShoreTel Connect Cloud bills.

In addition, Petts says partners can learn how to capitalise on the cloud opportunity by enrolling in ShoreTel’s newly created Cloud Implementation Academy - this collection of courses, offered at no charge, will teach partners how to participate in the delivery of cloud services and monetise the opportunity.

According to Petts, training has always been a key part of the ShoreTel Champion Partner Program.

With this update, ShoreTel is offering new modular training, based on ShoreTel Connect, that will drive higher partner competency with less resource investment.

Rewards have been added for certification training above minimum requirements so partners can also earn points that count toward their tier targets.