In return for collecting points and ascending through the program, partners get increased access to sales leads, market development funds, and more. Platinum partners get dedicated account management too.
Former Plantronics and Polycom partners entered the new program at the highest level they had achieved in either of the old ones. “If you were a Plantronics partner at platinum and a Polycom partner at bronze, you came in a platinum,” Tidd explains. Members have a year to requalify at their initial level or climb to the next tier up. They can map out a plan for that ascent via a new scorecard tool that shows exactly how many points they’ll earn for each potential activity they invest in.
“We believe professional services, managed services, and care and maintenance of existing products are going to be key deliverables over the course of the next 12 to 24 months.”—Nick Tidd, Vice President, Global Channel Sales, Poly
That resource is available through a new partner portal stocked with co-branded marketing assets. Much of that material is designed to help program members capitalize on the rapid growth of a conferencing market that was already hot before coronavirus-related distancing guidelines spurred exploding demand for webcams, phones, headsets, and other online meeting tools.
“It’s really brought forward and accelerated the adoption of work from anywhere, work at any time, regardless of location,” observes Tidd of COVID-19.
Poly and its partners, he continues, are ideally situated to grab a hunk of that adoption due to the SIP-platform-agnostic architecture of Poly’s products. “We will connect to a BroadSoft platform, a Metaswitch platform, a GENBAND platform, anything that essentially is open SIP,” Tidd says. “That gives our partners breadth of opportunity to sell devices.”
Expanding that opportunity even further later on will be no problem, too. “That’s one of the benefits of having a points-based system,” Tidd says. As demand trends shift, so can Poly’s partner program.