Reseller partner program


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Reseller partner program

  1. 1. Reseller Partner Program<br />Brandon J. Warren<br />Channel Sales Manager<br />InterCall<br /><br />720-842-4790 office<br />303-250-2133 mobile<br />
  2. 2. At a Glance <br />Large global presence<br /><ul><li>Sales and operations facilities in EMEA, Asia Pacific, Canada, Latin America and U.S.
  3. 3. More than 400,000 ports and over 150,000 IP ports deployed worldwide</li></ul>Market leader<br /><ul><li>#1 CSP in the world and #1 in most local markets around the globe – Wainhouse Research 2010
  4. 4. Largest reseller of Cisco WebEx™ solutions and Microsoft® Office Live Meeting</li></ul>Strong customer list<br /><ul><li>92% of Fortune 100, 81% of the Fortune 500, and 71% of the Fortune 1000
  5. 5. Support more than 75,000 organizations and over 1.2M unique conference leaders</li></ul>Awards and accolades<br /><ul><li>North American Market Leadership Award - Frost and Sullivan 2009
  6. 6. North American Conferencing Services Customer Value Enhancement Award – Frost and Sullivan 2008
  7. 7. North American Conferencing Company of the Year Award - Frost & Sullivan 2007
  8. 8. Largest Conferencing Service Provider in the World – Wainhouse Research 2007 </li></ul>Commitment to personal attention<br /><ul><li>More than 950 meeting consultants and account managers
  9. 9. Over 1600 operators and customer service representatives worldwide </li></ul>Financially healthy<br /><ul><li>Executed over 16B minutes (2009)
  10. 10. Generated over $1B in revenue (2009)</li></li></ul><li>Word on the Street<br />2009 North American Market Leadership Award<br />Frost & Sullivan presents the 2009 Award for Market Leadership in the North American Audio Conferencing Services Market to InterCall, Inc. InterCall has a dominant presence in the audio conferencing services market in the region with a comprehensive portfolio of products that promise ease-of-use and a high level of reliability. <br />2009 Asia Pacific Conferencing & Collaboration Service Provider of the Year Award<br />InterCall received Frost & Sullivan’s 2009 Asia Pacific Conferencing & Collaboration Service Provider of the Year Award for demonstrating outstanding service delivery and performance within the ICT industry, above and beyond our competitors across the Asia Pacific region.<br />2009 Latin America Competitive Strategy Leadership Award<br />InterCall received Frost & Sullivan’s 2009 Latin America Competitive Strategy Leadership Award for capturing and solidifying our market presence by delivering innovative strategies within the existing competitive landscape, empowering our ability to overtake the competition.<br />
  11. 11. InterCall Wholesale at a Glance<br />Strong growth of channel program<br /><ul><li>Over 9,000 wholesale accounts.
  12. 12. 1500+ agent and reseller partners.</li></ul>Key benefits that drive partner success<br />Competitive buy rates.<br />Generic and private label options.<br />Progressive product portfolio and strategic partners.<br />Robust branding capabilities.<br />FREE product and sales training.<br />Partner portal for online access to sales tools, marketing materials and product information.<br />Dedicated partner team for sales, product, marketing and account support.<br />Lucrative sales opportunities <br /><ul><li>Approximately 10% growth year over year from web / video conferencing sales (significant revenue opportunity here as market is not saturated)
  13. 13. Approximately 12% growth year over year from event business (i.e., operator assisted audio and streaming sales) </li></li></ul><li>Channel Program<br />InterCall was selected as a Top 50 Channel Program in 2009 by Phone+ magazine. This is the third consecutive year that InterCall has received the Top 50 Channel Program award. <br />Voted on by more than 1,000 indirect sales partners, the winners represent communications suppliers who provide their partners with that extra something – extra attention, rapid quotes, sales training or special promotions – that makes agents want to do business with them. <br />This achievement reflects the exceptional efforts of the InterCall Wholesale team, and our partners, to deliver the best service possible. <br />Word on the Street about InterCall Wholesale<br />
  14. 14. Conferencing Industry Overview<br /><ul><li>The conferencing and collaboration industry has seen explosive growth for the past several years, with no signs of abating.
  15. 15. Introduction of new technologies, such as web conferencing, have been well-received and are growing in adoption at a fast rate.</li></ul>Data source: Wainhouse Research Q1 2010<br />
  16. 16. Global Market Leader<br />InterCall is currently the #1 and largest conferencing service provider in virtually every major market around the globe.<br />Source: Wainhouse Research, 2010 market positions<br />7<br />7<br />
  17. 17. Worldwide Coverage and Support<br />CANADA<br />U.S.<br />APAC<br />EMEA<br />LATIN<br />AMERICA<br />Voice Bridging Centers<br />Web Data Centers<br />Call Centers<br />Video Bridging Centers<br />Network Operations Center<br />Sales/Administrative Offices<br />Streaming Servers<br />
  18. 18. World Class Infrastructure<br />We own and maintain the most technologically advanced conferencing equipment worldwide<br />No outsourcing - InterCall owns and operates all of its centers, bridges and calls<br />Network design and infrastructure:<br />Capacity usage never exceeds 70%<br />99.9% uptime<br />Ability to link bridges automatically, with multiple bridges acting as one virtual bridge<br />Multiple vendor strategy in place<br />Network engineered for non-blocking, eliminating customer connectivity issues<br />
  19. 19. The Case for Conferencing<br />Better Manage Your Costs:<br />Airport downtime creates 4-6 hours of lost productivity per trip. <br />“Flight delays cost the US economy $15 Billion a year”Washington Post, 01.27.08<br />Average cost for a business trip in 2010 is expected to hit over $1000 / person.American Express Global Business Travel Forecast, Sept. 2009<br />Better Manage Productivity:<br />15% of business travelers surveyed said that business travel made them LESS productive, while over 50% admitted that some of their trips were not necessary.<br />Over half of business travelers admitted that some of their trips were not necessary.<br />Giving employees more flexibility to manage their work/life balance improves job satisfaction and breeds loyalty.<br />Better Communicate:<br />72% of Americans say that advanced technology, such as conferencing and collaboration tools, enables them to work faster, better and improves their morale.<br />More than four out of five American workers (81%) say that technology helps them be more efficient and more productive at work. <br />25% of American workers say their job security is partially dependent on their supervisor seeing they are connected to work even after hours. <br />
  20. 20. One Stop Shop<br />Audio Conferencing<br /><ul><li>Reservationless: globally deployed VoIP backbone
  21. 21. Events: 10,000+ large events every month70% of Fortune 1000 trust for their important announcements</li></ul>Web Conferencing<br />Proprietary solutions:<br /><ul><li>InterCall Unified Meeting® </li></ul>Strategic partnerships:<br /><ul><li>Microsoft® Office Live Meeting 2007
  22. 22. Cisco WebEx™ solutions:
  23. 23. Cisco WebEx Meeting Center
  24. 24. Cisco WebExEvent Center®
  25. 25. Cisco WebExTraining Center
  26. 26. Cisco WebExSupport Center
  27. 27. IBM® LotusLive: Meetings and Events
  28. 28. Adobe® Acrobat® Connect™ Pro</li></ul>Video Conferencing<br />Full and reservationless video<br /><ul><li>ISDN, IP and satellite bridging
  29. 29. Video-to-web streaming
  30. 30. Reservationless connection platform
  31. 31. Managed services
  32. 32. Room rental
  33. 33. Equipment sales</li></ul>Streaming<br /><ul><li>Best-of-breed service
  34. 34. Proprietary platform
  35. 35. Support for variety of events</li></li></ul><li>Significant Strategic Partnerships<br />
  36. 36. Reseller Partner Program Goal and Strategy<br />Our strategy for the Reseller Partner Program is to attract and grow partners with a sales oriented program that offers the products, tools and support to ensure your sales success.<br />The program is gears towards revenue growth – more aggressive growth by the partner equates to more competitive buy rates and more sales and marketing support. <br />Your success is our success. This means that we have the dedication and foundation to provide the necessary leadership, resources and focus to successfully grow the Reseller Partner Program year over year.<br />
  37. 37. What’s in It for You?<br />Key benefits of the Reseller Partner Program include:<br /><ul><li>Dedicated partner sales managers who are tied to your success.
  38. 38. Customized sales and product training programs.
  39. 39. Competitive, flexible pricing to meet the needs of varied business models.
  40. 40. Private-label options under your brand name for conferencing services.
  41. 41. Partner extranet with sales and marketing tools and product information.
  42. 42. Complete technical and operational implementation.
  43. 43. Dedicated account representative.
  44. 44. Exclusive toll-free numbers.
  45. 45. Choice of billing options.
  46. 46. Share in a percentage of gross revenue.</li></li></ul><li>Account Management Tool<br /><ul><li>Single sign-on access to all services
  47. 47. Online reservations, reports and account information
  48. 48. Multiple versions for brand specific and region support</li></li></ul><li>Provisioning<br />Simple Account Fulfillment / Provisioning<br />Customized Online Form<br />Special requirements or limitations for end users can be indicated on the implementation form and in notes to support staff (customer service would have this noted in their screen pops)<br />Standard Implementation-<br />Custom Sign-up Form allows the reseller to submit their information electronically to be implemented in our Reservations system. Custom sign up forms can include: customer’s logo, information fields of your choice, choice of product offerings, and contact information. <br />Turnaround time for implementation is 24 hours<br />Mass Implementations<br />100+ moderators provisioned in bulk for Reservationless-Plus, Automated and Operator Assisted call types into its enterprise database via an XML file or CSV file. This request form discusses the required data and the formatting requirements for the CSV and XML files<br />ETA available within 72 hours<br />
  49. 49. Partner Portal<br />InterCall’s partner extranet allows partners quick and easy <br />access to a diversity of product information as well as sales <br />tools and marketing collateral.<br />
  50. 50. Custom Collateral<br />InterCall provides word documents on the partner extranet for you to add your contact information, company logo, and branding elements.<br />We offer in-house talent to assist:<br />Branding involves logo placement and inclusion of contact information<br />Branding provided for existing: <br />Product Sell Sheets<br />Service Overviews<br />Vertical Solution Selling<br />Delivery of custom collateral:<br />Electronic format (Word and/or PDF)<br />Two-week turnaround (varies based on number of pieces and degree of customization)<br />Note: Custom collateral pertains to existing marketing materials approved by product management.<br />Get started! Email<br />
  51. 51. How to Get Started<br />!<br />Sign contract and/or addendum (as applicable).<br />Participate in partner implementation training.<br />Sign-up for sales and product training (as applicable).<br />Register for Partner Extranet at <br />Sign up for Wholesale Partner Connections<br />Key MarketingBenefits and Essential Sales Tools<br />Innovative Product Portfolio with Progressive Development<br />Competitive Buy Rates and Flexible Pricing Models<br />Excellence in ServiceDelivery on Global Basis<br />
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