StarLeaf aims to extend channel and improve partner engagement

StarLeaf, provider of cloud-based messaging, voice and video collaboration solutions, is set to broaden its existing channel footprint following the roll-out of a new global channel programme.

StarLeaf enables channel partners to sell its feature-rich, cloud-based messaging, voice calling and video conferencing services, together with quality video conferencing hardware and software endpoints. Because of this the business has been able to build up a loyal network of partners, keen to not only access StarLeaf's portfolio of services and solutions, but also to capitalise on an ever-increasing demand for unified communications.

StarLeaf has been conducting an 18-month exercise to enhance its existing channel programme. As a result, its channel partners now have access to three distinctive levels of engagement, providing a range of benefits specifically based on their business needs. These include access to heightened promotions and rewards, alongside improved marketing and sales support. The emphasis behind this is to greater structure and commonality to the way partners sell StarLeaf products and services to end-users.

Duncan Feakes, Head of Channel UK and Ireland, StarLeaf stated: "The channel has always represented a significant component of our Go-To-Market strategy and we have developed a number of highly strategic partnerships as a result. But we have recognised that to drive the business further we needed to design and roll-out a proactive Channel Program based on what our existing and potential partners wanted from a vendor. This did not solely focus on sales support, but on technical training, marketing and pre-sales assistance. As a result, those partners who have been with us throughout this process are reporting an average increase in sales of some 64 per cent.

"Our goal this year is to not only upskill and support our existing channel partners in terms of driving sales and support, but to extend our channel footprint globally. Video as a primary source of communication is becoming mainstream, and adoption rates are rapidly increasing as businesses look for ways to improve productivity and dramatically reduce cost. According to Frost & Sullivan, the total video conferencing market is expected to reach $11.7 billion by 2021, with rapid adoption coming from next-generation devices and cloud services, and this is the market opportunity we and our partner network are focusing on," added Duncan.

A testament to the success of the channel programme is one of StarLeaf's most longstanding partners, meeting-room technology specialist, AuDeo. In the past 12 months, the business has grown its sales of StarLeaf products and services by 35 per cent, with similar results expected for the year ahead. A critical component behind these strong results can be attributed to the advancements made to the partner programme.

Kevin Wilson, Managing Director, AuDeo, commented: "StarLeaf is a refreshing vendor for AuDeo. They understand Partnership and work very hard to ensure all resellers are treated fairly, are well-rewarded, given protection via their deal registration programme as well as provided with growth and opportunity via their marketing drives, both end-user and channel. AuDeo is proud to be a Partner of StarLeaf and I can honestly say it is the best decision we've ever made."

Duncan concluded: "AuDeo is a fantastic example of what we would describe as an active partner, capitalising on the resources and support which are now widely available to our entire channel network. The data we are now able to capture from partners means we are able to keep making improvements to the programme, which they can benefit from. As we look to the future we want to keep growing the programme, not just in the UK but further afield too."

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