IceWarp seeks for increased visibility, business growth and validation for partners

Anita Kukreja
Head of Marketing & Channel Sales – IceWarp

“Partners will have the wonderful opportunity to step in and offer IT services that accelerate client growth. I expect the channel to include more services in terms of professional services including integration & migration and become even more security-focused.”  

The importance of the IT channel cannot be overstated. The channel will continue to evolve at pace, with new ways to consume and use technology taking precedence. Partners will continue to be trusted advisers to customers, adopting skills to make sure they are still technically ahead of new trends and offer maximum value to their customers and prospects. With the continued acceleration of new consumption offerings, partners will gravitate further toward service offerings as their clients continue to increasingly concentrate on their core business. 

IceWarp’s marketing development fund allows resellers to accumulate funds to engage in demand-generation initiatives based on a percentage of product sales. It also provides a variety of marketing materials, tools, and resources that partners can use to run campaigns. IceWarp also allows partners to register sales leads and offer them lead lock commits to pursue the deal through its partner friendly lead lock system and processes. It focuses a lot on training and development and also provide presales and post-sales support to partners. 

 
The Partner ecosystem is basically a multiplier effect for any OEM. IceWarp wants increased visibility, business growth, and validation for its partners. Once the various objectives of the partnership are identified, IceWarp structures its program to distribute its resources appropriately. 

IceWarp believes that the association between the organisation and partners must be a win-win situation for both in order to build a successful programme. If a partner already has an integration with the solution and mutual clients, the organization might wish to invest time and effort in establishing a tighter relationship based on a meaningful and common use case. Consider creating stages of value as a partner engages deeper and delivers greater lead generation opportunities or revenue commitment. It also believes in being transparent while developing partner relationships so that every partner understands what they need to do to gain a high level of support from the team. The sharing of knowledge and customer experience will be critical to success.