4 Tools to Building Partner Success

partner_handshakeA successful channel partnership is critical to business success. We understand, here at Fonality, our partners are a huge piece of our success in reaching the marketplace for unified communications software. Here are four tools we recommend to help drive partner success.

  1. Training: People sell what they know how to sell. Makes pretty good sense. Partner training programs help achieve better sales results and better educate the partner staff. Training the team from sales to technical support will be critical to the success of a productive partner. Partners also require training be easily accessible to their teams. Providing online training allows flexibility so partners can complete without schedule hassles and manage at their own pace. Fonality provides free training course which are 100 percent available online. Our trainings include product, technical training, corporate, demo training and certifications partners can earn. 
  1. Online Partner Community: Online communities provide an opportunity to connect, engage and extend relationships with partners. It maximizes the opportunity to communicate important data, sales and marketing assets, and messages from company subject matter experts. It also makes for a great way to build relationships amongst the partner community with the ability to participate in open Q&A.  Fonality’s Partner Exchange community provides a place for our partner community to gather, interact and collaborate with one another and the Fonality team. “Of all of the partner sites I subscribe to, this one is the best so far,” says Randall Spangler, President of Merit Solutions. Unlike social media, partners can also tailor their settings to receive updates and alerts and follow topics which interest them.
  1. Marketing Tools: Providing easy access to a portal of sales, technical, and marketing assets for partners to utilize to grow their pipeline is important to driving success. Partners are busy selling and servicing their customers and often don’t have the time to dedicate or the staff resources to create marketing campaigns and sales tools. Fonality understands our partners are looking to work with a company who is dedicated to supporting and providing tools to help drive sales. Our Channel Marketing 360 program provides easy access to a suite of sales and marketing tools partners can easily access via our Fonality Partner Exchange community site. Partners have access to customized sales collateral, case studies, white papers, images, web content, email blasts, videos, webinars and more. They can even create co-branded sales collateral and order printed materials within a few minutes through the M360 Print Shop. These marketing tools help take the burden off the partner of creating their own marketing to generate leads.  “The M360 marketing materials, promotional programs, and the host of other support materials will be a huge benefit to us,” said Michael Henochowicz, president & CEO of OPC Marketing, Inc., manufacturer of SpitFire Dialers.   “This new program will greatly enhance our shared mission to offer the most flexible, easy to use, and integrated software products and exceptional customer service and technical support.  Fonality has been a huge part of our success, and this will only increase with the addition of these invaluable tools.”
  1. Market Development Funds: Incorporating opportunities for partners to earn MDF funds to use for acquiring more leads and customers is a huge benefit to driving successful partnerships.  Fonality’s Channel Partner Program allows channel partners to earn funding for marketing activities and programs to help partners grow Fonality business. Fonality offers one of the most flexible policies in the industry. MDF can be used for a variety of activities and campaigns and you have 6 months to use your funds. Certified partners who reach the first tier based on sales volume will earn $1,000 in MDF and there is no cap as they scale.

At Fonality, we value our relationships with our partners, and are dedicated to providing the right tools to help drive their success. Partners are important to our continued to success as an industry leader in providing unified communications and improving business communications globally. For more information about our Fonality channel program please visit www.fonality.com/partners .

Hope Davo
About the author: As Fonality’s Director of Channel Marketing, Hope enjoys building marketing and sales support programs to drive partner success. She loves working with Fonality partners to help them delight their customers and earn lots of revenue. In her spare time, she gets in as much time in as possible with her two kiddos and husband – which means lots of running around. She’s been running around Fonality in several marketing roles since 2012.