Unified Communications Featured Article

Alteva Unveils Unified Communications Certification Program for Channel Partners

March 14, 2011

Alteva, a Philadelphia-based provider of Unified Communications (UC) solutions, announced its Unified Communications Certification program to enhance the value of its channel partner base.

Alteva’s UC solution consists of hosted Voice over Internet Protocol (VoIP) integrated with Microsoft Communication Services.

Company officials said the three-tier certification program will allow its channel partners to learn how to position Alteva's cloud based UC solution, expand their offerings, boost revenues and increase market share.

The program includes a technical overview of UC, education programming on how to sell and position UC, and impact/reinforcement training led by the Sandler Institute, a provider of innovative sales and sales management training, according to Alteva officials.

Level one training will cover topics such as history of telecom and the history of the desktop, LAN/WAN, customer network design, multilink internet, and much more. The latter part of the day's training will concentrate on how to sell and position Alteva's UC solutions.

Sandler Institute will conduct the training on the second day. The training will impart Alteva's channel partners unique tactical sales and communication skills, outbound call scripts and techniques to use to control the buyer-seller dynamic that will help give channel partners a highly effective approach to prospecting.

The second half of the day focuses on impact training in which Sandler provides a formula for successful selling, by teaching several of its proven techniques.

Through Level 2 training the company will take its partners into the Alteva Sales Process and provide advanced questioning, presentation and closing techniques.

Level 3 training will cover the mastery of questioning techniques, negotiation strategies and techniques, behavioral profiling and more, company officials said.

In addition to the three levels, the company also offers an optional Reinforcement Training package, which comes in the form of several follow up Web trainings. The Level 1 Reinforcement Training package includes Alteva's Marketing Tool Box program, which is a marketing plan on a schedule, including content in the form of e-mail templates, phone scripts and much more.

Louis Hayner, chief sales officer, Alteva, said about the program, “Part of it is giving channel partners the technical background needed to position UC and the cloud, while the other part will help them position their services, allowing them to sell on the benefits --  and pains – of the solution to the end user.”

In November last year, Alteva announced that Technology Marketing Corporation (TMC) has named Alteva’s Hosted VoIP as a recipient of the 2010 INTERNET TELEPHONY Excellence Award presented by INTERNET TELEPHONY  magazine.

Rajani Baburajan is a contributing editor for unified communications. To read more of Rajani's articles, please visit her columnist page.

Edited by Janice McDuffee

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