Unified Communications Featured Article

Partners Play Key Role in Sales Success

August 30, 2016

For years, one of the most dominant duos in the NBA was John Stockton and Karl Malone. Whether it was the pick and roll or fast break, Stockton always found Malone – and as they used to say, The Mailman always delivers. Stockton and Malone were each phenomenal players individually, but together they reached the Hall of Fame. For the vast majority of us, our work lives don’t include striving for an NBA championship, but the enterprise is a highly competitive market, and it never hurts to have a partner passing you the ball when you’re open for the game winner.

Stockton and Malone worked so well together because there was synergy in their games, effort and goals. In business this is mission critical; recently, Fusion unveiled an infographic, which highlights the key points of a top notch partner program.

Fusion leverages its Channel Sales Managers to aid partners with account management and onboarding new clients, but it doesn’t end there. Its dedicated Partner Support Team, Sales Engineers and Implementation Coordinators are there every step of the way to ensure each deployment results in happy, productive and prosperous end users.

 In addition to the physical benefits of a dedicated channel team, partners receive education and certification in the complete product suite. And to add to the education component, partners can purchase items at a discount for internal training or demonstrations.

With partnership comes perks, which include a dedicated partner website that outlines initiatives, co-marketing (co-brand your website, use the Fusion name to forge ahead) as well as an inline sales portal. The sales portal leverages MasterStream, an online sales and quote tool which makes estimates, qualification and deployment that much quicker. Top performers earn a shot at once in a lifetime experiences.

ROI is clearly different in professional sports than the enterprise, but one thing is abundantly clear: There is no “I” in team. A successful sales force is a function of “we.” Happy partners result in happy customers. It’s like the old saying goes, “teamwork makes the dream work.”

 Stockton to Malone, swish!

Edited by Alicia Young

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