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The Road to Partner Independence

Brandon Thomas  (AVP, Partner Success, RingCentral)

Location: Level 1 (Lower Level), Marco Polo 703

Date: Tuesday, March 12

Time: 10:45 am - 11:20 am

Pass Type: All Access, CP Conference - Get your pass now!

Session Type: Conference Session

Track: Business of the Channel Track

Vault Recording: TBD

For years, successful partners have trended toward owning more of the customer relationship, evolving past a resale model to provide trusted, end-to-end support. Many, though, still submit leads and let the vendor take it from there.

In an era of economic uncertainty, however, equipping partners to operate independently has become a necessity. When a partner can operate autonomously and fully own the sales process, several benefits emerge:

Lower cost of customer acquisition: By reducing the number of touchpoints, margins improve, and any responsible vendor should notice this and pass along additional compensation to the appropriate TSD and partner.

Shorter sales cycles: A partner free to push the deal forward themselves can close business faster. This also creates an environment where the partner can pivot more quickly to meet changing market conditions or urgent customer needs.

More value to the customer: By fully owning the customer life cycle, partners can establish themselves as the sole point of contact, building expertise and rapport for a deeper relationship and further revenue generation.

Join this session to learn more about how to take control and earn more in the process.