February was an exciting month for Fonality. Coming off a very successful 2016 working within the channel to bring on some of our largest, enterprise customers, Fonality was acquired by NetFortris, a leading provider of carrier-grade connectivity, MPLS network, business, and communications applications, and expert customer-focused service. The combination of the two companies will meet the growing needs of a converging IT and communications market by providing customers with security, network management, and a state-of-the-art UCaaS solution in one bundle. The NetFortris team brings significant knowledge and capabilities to our partners that we’re very excited about.
So what does all this change mean for you, our VARs, DMRs, referral partners, and distribution partners? A lot actually. As the dust settles from the news just a couple of weeks ago, the hard work of integrating people, processes, and products has begun. There are many moving parts to that integration which will mean opportunities for our partners and agents to begin to understand the combined offering to the market, as our inside sales, channel managers, and marketing team train to understand it as well.
Some of the most common questions since the acquisition have been around program terms, training, sales materials, and pricing. We’ve addressed each of these areas below in more detail. Our goal is to be as transparent as possible in this process. This combination of NetFortris and Fonality is an important milestone for all of us and the future looks brighter than ever as we continue to see industry adoption of cloud and software-defined services throughout the technology services stack.
Fonality Partner Program Terms
For now, there are no changes to your partner program terms with Fonality. Over the coming weeks, NetFortris and Fonality will come together to determine how to combine the two partner program tiers, payout structures, and processes to better align with you and provide you with an even better program value. We expect to roll out a combined program in time for Channel Partners 2017. We recently discussed our plans to consolidate our program in time for the event. We encourage those of you heading to Channel Partners next month, to take some time to discuss with us the program changes. We’re excited to have that opportunity as the combined program launches.
Training materials are currently being developed that will be utilized in a number of ways internally as well as with our partners. Training content covers broad solution overviews to technical deep dives into architecture, network traffic, and advanced SIP trunking. As those trainings are developed, you’ll be provided access to these training through on-demand recordings via your channel managers and our training team. We will also provide links to those training via email and through the training academy.
NetFortris Sales Materials
Your channel managers will also reach out with specific materials such as datasheets, pitch decks, and solution overviews that will further arm our agents with crucial information to recognize opportunities with your customers. Our marketing team has been hard at work developing co-branded collateral and packaging materials that will make your sales process much easier. These materials we expect to deliver through our partner portal in the coming week. We also encourage you to reach out to your channel manager for specific collateral needs during this integration period.
As our sales teams integrate, we will also work through processes that will allow our agents to price options under our quote tool. For the time being, partners have already begun quoting opportunities by working directly with their channel managers on those opportunities. As of now, we can and are providing prospects quotes with both NetFortris and Fonality solutions. If you have an opportunity that you can begin working on now, reach out to your channel manager immediately and they will provide you with materials needed for that opportunity including pricing and packaging options.
Here are some other quick facts to note about the combined companies:
- The combined company will have a broadened solution set, including an owned, proprietary UCaaS software platform, tier-1 dedicated MLPS network and security/ managed network offerings
- Installed base of over 11,000 customers
- Offices in 3 countries with customers in 41 countries with significant expansion opportunities
- OTT, MPLS network, managed network/security solutions
- 3rd party applications catalog
- Broadened Go-to-Market strategy with enhanced distribution channels including: VAR’s, agents and direct sales—one of the largest networks in the industry
- Co-headquartered in Seattle, WA and Plano, TX, with additional offices in Los Angeles, Hawthorne, Manila (Philippines), Sydney (Australia)
As we move through this effort of integration, we’ll keep you updated on progress and what changes to expect as a result. We’re excited about this next chapter and we hope you are too.