Partners pushing vendor’s Unite platform can own more of the customer relationship, earn more revenue
UCaaS and collaboration provider Intermedia on Tuesday spun up a co-branding option for partners selling the vendor’s all-in-one Unite solutions that gives the reseller the ability to set its own price and margins and own the customer relationship, company officials said.
The Lowdown: The addition of the co-branded option to the reseller model gives Intermedia’s partners more flexibility to create value for their business, officials said. Most currently engage the vendor as either private label resellers or as commissioned advisors in an agent model.
The Details: Company officials say the new reseller structure with co-branding option should give partners the ability to increase revenue realized through Intermedia deals by as much as 5X over the standard agent model.
Under the new schema, co-branding partners sell the service, set their own margins, and handle billing and support, while relying on Intermedia for customizable marketing materials, concierge sales support, Tier 2 and Tier 3 technical support, taxation management, and other support features.
Background: Intermedia’s Unite offers an all-in-one business phone and communications system with integrated Web and videoconferencing, team chat, file sharing, and backup, along with desktop and mobile apps that allow for anytime access from most devices.
“Most of our competitors only sell under an agent model, which limits the partner’s revenue opportunity and growth potential,” said Intermedia CEO Michael Gold. “Our reseller model puts the power in the hands of the partners by allowing them to own the customer relationship, set their own pricing and margins, build more value in their business, and chart a more predictable future.
“Our private-label partners have been realizing these benefits for years,” said Gold. “Now, with the new co-branding reseller option, partners that have been hesitant to sell under their own brand can experience these same revenue-building benefits by selling alongside the name and credibility of the Intermedia brand.”
“We’ve been partnering with Intermedia for over 10 years now and have always been drawn to how easy they make it for us to sell the highly reliable, superior UCaaS, and business productivity solutions our customers are looking for,” said Martin Dunsby, CEO of Intermedia reseller partner Hybridge. “With this new co-branded option, the upside is tremendous. The ability for Hybridge to now sell Unite and leverage the trusted Intermedia name, while still enjoying the high reliability, secure central management, and one provider-one bill approach their reseller model delivers, is a win-win for customers and partners alike.”