100% focus on tier one channel partners enables Tollring to understand the needs of individual channels and their portfolios, and to tailor the iCall Suite proposition to their particular requirements – at a level that would not be possible if the product was delivered to both direct and indirect customers.
Although the elimination of channel conflict is of significance to partners, Tollring believes that providing a proposition that meets the demands of the channel and in turn the demands of their customers, is of the utmost importance.
It’s vital to offer benefits to the channel both in terms of facilitating their ‘Go to Market’ strategy and delivering a refined layer of value added services to their product offering:
- The ideal ‘Go-To-Market’ proposition includes branding and personalisation of an application as well as reference material, videos, micro-sites and sales collateral, to strengthen partner brand identity. Sales support should be provided at partner events and collaboration on marketing activity, and although a ‘train the trainer’ policy is important, it is best to deliver support in conjunction with partners.
- The channel must be able to choose which services to add to their product portfolio as revenue streams and which to offer as ‘value-add’ services, included in their offering for competitive advantage. Tollring offers a powerful partner ‘toolkit’ portal that enables end user billing, self-provisioning, fraud monitoring and access to customer analytics alongside flexible and tailored technical support arrangements.
Tollring’s solutions have been adopted, adapted and white‐labelled by significant companies across the globe, including Samsung, Mitel, BroadSoft and NFON, to name a few of the 850+ partners that sell iCall Suite to visualise telecoms data.
Tollring remains agile to encapsulate customer demands into meaningful products, deliver the latest dynamic analytical tools and add power and performance to telephony systems – all critical elements to adding real value to channel portfolios.