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Educating the Channel: Hayner
2 Mar, 2012
Louis Hayner, CSO, Alteva
The Role of the Service Provider Service providers should take a more active approach with their channel partners by teaching them how their channel partner program works, how the channel partner should position your services properly and more importantly, how they can get compensated. Channel partners will have some initial concerns which will need to be addressed. Their questions might include:
- How do I get involved in effectively selling the cloud?
- How do I embrace the cloud when I only have limited resources?
- How do I move from being a legacy traditional telecommunications guy to a hosted VoIP/UC solution provider?
- How are you (the service provider) helping to educate the channel?
- What type of certification programs do you (the service provider) offer?
- How do we rebrand ourselves as solution specialists?
- How do I get monthly recurring revenue that will replace and/or enhance my existing revenue stream?
