Fonality’s Partner Program Promotes Concierge-style Marketing Support
Fonality congratulates Daryl Reva on being named a 2015 CRN Channel Chief. Reva was recognized for transforming the Partner Program at Fonality, an innovator in business phone systems and communications software.
Reva helped rebuild Fonality’s channel program with a unique “marketing consultancy” strategy that paid off with a 40 percent increase in recurring revenue and more than 150 new partners.
“Thanks to Daryl’s leadership and hard work, Fonality has seen new opportunities within the channel,” said David Scult, chief executive officer of Fonality. “We’re excited to see Daryl recognized for his approach to building a simple, straightforward program that helps our partners and customers succeed.”
Revealed in April 2014, Fonality’s “no bull” partner program removes the complicated commission schedules and over zealous partner tiers to create a simple, no nonsense approach to building partner success. The new program also makes it easy for value-added resellers (VAR’s) and managed service providers (MSP’s) to transition to subscription-based, recurring revenue instead of relying on one-time, big-ticket buys.
To boost growth, the program enables partners hit the ground running with robust marketing support. Reva evolved his team into a concierge-style service organization, empowering team members to serve as marketing consultants. The team launched several programs, including:
- Fonality Partner Exchange (FPX), an online community of product content, industry insight and best practices. The FPX provides access to Fonality’s team of experts, including sales, marketing, support, product, engineering and operations. The platform also allows partners to connect with each other to share knowledge, best practices and personal
- Marketing 360, a program designed to amplify partner marketing and sales efforts with marketing co-investment funds and tools for certified partners.
- 0 – 60 program, a developmental onboarding platform that ensures partners have the training, sales knowledge and marketing support to successfully sell Fonality’s suite of products.
Since the launch of Fonality’s retooled channel program, partner feedback has been overwhelmingly positive.
“Fonality has by far been the easiest partner to work with,” said Mariana Pacheco, solutions consultant at Spectrum Technologies. “By partnering with Fonality, we have created the ability to grow new revenue streams while continuing to grow long term business relationships with our existing client base.”
As new partners navigate the evolving cloud communications industry, Reva and the team will continue to provide creative tools and marketing services necessary to help reduce business friction created by such a migration.
“The telecommunications landscape has changed dramatically due to cloud technology, and resellers have had to rethink and retool their business model,” said Reva. “Few things make me happier than hearing how our partners are successfully navigating their way into the new cloud economy through Fonality’s Partner Program resources.”
“Being honored as a CRN Channel Chief is pretty fantastic icing on the cake,” Reva added.
A member of the Fonality marketing team since 2010, Reva was recently promoted to vice president of marketing. He served as senior director of channel marketing at the time he oversaw the Partner Program transformation.
About The Channel Company
The Channel Company, with established brands including CRN, XChange Events, IPED and SharedVue, is the channel community's trusted authority for growth and innovation, For more than three decades, we have leveraged our proven and leading-edge platforms to deliver prescriptive sales and marketing solutions for the technology channel. The Channel Company provides Communication, Recruitment, Engagement, Enablement, Demand Generation and Intelligence services to drive technology partnerships. Learn more at www.thechannelcompany.com.