ShoreTel (NASDAQ: SHOR) has changed its Champion Partner Programme to now run on a points-based system that rewards cloud and on-premise sales equally.
The new version offers one annual target, with channel partners earning points based on “the value they provide in the marketplace.”
The Unified Communications vendor is also merging its cloud and onsite partner tracks into one programme and is consolidating 11 tiers into four.
In addition it is expanding its cloud services via new functionality in ShoreTel Connect – the firm’s platform for onsite, cloud and hybrid deployments.
ShoreTel CMO Mark Roberts says the programme reflects customer choice, and is designed to reward partners regardless of whether they sell on-premise, cloud or hybrid solutions.
“Every single facet has been realigned so we can best support our partners around what we believe is this significant market dynamic where the IT department has a choice of cloud, on-premise or a mixture of the two.”
ShoreTel MD EMEA, Adrian Hipkiss adds that the firm has created a “completely unbiased, even programme that rewards both one-time sales and recurring sales.”
Elsewhere, the programme now allows partner names to appear on ShoreTel Connect CLOUD bills. In addition, partners can enrol in ShoreTel’s new Cloud Implementation Academy where they can learn how to deliver and monetise cloud services.
The new programme also sees the approval process for Opportunity Registration streamlined, and the reward increased by 50 percent. Meanwhile Marketing Development Funds (MDF) benefits have been extended to cloud and Cloud Commission options have been simplified.
The programme overhaul is the last piece of a re-evaluation of the whole organisation, says Hipkiss.
“We’ve been making sure everything is prepared for an acceleration phase. Now it’s about acceleration.”
The programme goes into effect on November 1, 2015, with partner-branded billing for Enabled partners scheduled to begin “in the near future.”
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