IT and Business Insights for SMB Solution Providers

ShoreTel Launches PartnerStart Program

The new program enables the company’s partners to install its cloud services and provide other customer-specific offerings. By Cecilia Galvin

ShoreTel, a provider of communication solutions based in Sunnyvale, Calif., has launched its PartnerStart program, which allows partners to take ownership of the installation process for ShoreTel Connect CLOUD customers.

PartnerStart partners who gain certification become the single, central point of contact for their customers, providing installation and other customer-centric services that were previously delivered by ShoreTel, according to Heather Tenuto, the company’s vice president of global go-to-market programs and strategy.

“Enabling our partners to provide installation of ShoreTel Connect CLOUD services for their end users is a game changer,” says Tenuto. “This increases customer satisfaction while shifting top-line revenue to the partner’s business. With PartnerStart, everyone wins.”

The program was developed with input from ShoreTel partners in order to deliver a great experience for customers and differentiate their own services.

ShoreTel provides tools and training academies to ensure partners are successful in their certification efforts. The company also assigns partners a project manager who can provide assistance if needed.

Chris Frey, vice president of operations at Converged Technology Professionals, a ShoreTel Platinum partner, is enthusiastic about the new program. “Based on the sales process, we have a strong understanding of the customer and a personal relationship with them, so it makes perfect sense to provide them with a higher level of assistance in the installation phase,” he says. “By being the customer’s primary contact throughout design, discovery, installation, and training, we’re able to provide red carpet customer service while bringing in an additional revenue stream.”

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