We’ve all heard how the global pandemic has accelerated cloud adoption. Analysts report that 90% of enterprises with over 1000 employees and 50% of government agencies use the cloud. But why are some partners and customers still hesitant to make the shift?
In this episode, I’m speaking with Lana King, VP of Partner Programs, Training and Enablement at Mitel. Lana shares why some organizations are still relectant to embrace the cloud. Learn how Mitel is helping partners and their customers adopt the cloud business model through their unique partner managed program that allows partners to retain control of their customers while meeting Mitel’s business goals.
KEY TAKEAWAYS
Here are the top things I learned from Lana about setting up a program to drive cloud adoption – many of these apply to achieving any objective through the channel.
- Leverage partner feedback, either one on one or through partner advisory councils, to hear partner concerns and learn what they need to succeed.
- Many partners still have a big fear of losing their relationship with the customer if deals are done directly. But as Mitel learned, it’s not just about who’s paper the deal actually goes on.
- Partners want to be the trusted adviser for their customer and to continue to extend their value added services to the customers as they have for years. Don’t set up a partner model that pushes them out of that role.
- Customers can purchase SaaS on the vendors paper while still allowing the partner to take on the responsibility of deal negotiation, onboarding, activation, post sales support, and contract renewals – the entire customer lifecycle.
- Make sure you are providing partners with all the support they need to be successful in what you are asking them to do. In this case, Mitel provides quote assistance, sales and technical enablement, and VIP partner support to make sure that their customers are satisfied.
- Hold regular cohort sessions to get feedback from partners who are all at the same stage in their onboarding journey.
LINKS & RESOURCES
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- Find Lana on LinkedIn
- Learn more about the MiCloud Connect Partner Managed program
- Check out the special offer for 2 free months of Magentrix
