Zoom rejigs partner program to better support diverse mix of partners
The new program is designed to be more flexible, transparent and support partner growth.
Zoom has overhauled its partner program with a focus on flexibility and growth to better support partners and simplify the customer journey.
“We saw a clear need for a more flexible, transparent and performance-driven model that enables our partners to grow with us, while making it easier for customers to find the right expertise at the right time,” said Nick Tidd, head of global channel GTM, Zoom.
Partner program changes in more detail
As its partner ecosystem has grown and diversified, the business felt the program was in need updating to scale with the business.
- Partners will now be assessed on separate, tailored tracks, ensuring measurement and rewards are relevant to their specific business models.
- Zoom is moving away from a checklist system to a points-based framework allowing partners to earn credit for the activities that align closely with their business goals.
- A fixed annual evaluation cycle will give partners more structure and predictability, allowing them to better forecast their year.
- The services certification program is being integrated within Zoom Up and combined with existing sales competencies.
- Partners will be recognised for their specific areas of expertise, helping customers identify the best match for their needs.
- Zoom also plans to introduce a new partner dashboard early next year that allows partners to easily view their targets and attainments.
Partners helped shape program changes
Partners had input as the new scheme was developed, emphasising that they want to track their own progress, time spent on training and events should be recognised and agency and resale partners need separate systems.
“Our partners have been vocal in their request to make it easier to do business with us. We have responded and will continue to do so,” said Tidd.
The program changes come after Zoom introduced other new measures such as a self-service quoting tool, which reduces quoting time, and a self-service free trial tool to ensure partners can create and manage free trials for a set number of licenses per product.
“All of this is done under the feedback of our partners and we could not be more pleased to bring this to them,” he added.
The opportunity for partners is to scale with the business, monetise AI and be at the forefront of the consolidation of UCaaS and CCaaS.
Zoom believes it has the right mix of tools, platforms and training for partners to maximise opportunities.
It will be working to help partners come to grips with all the high volume of information and product advancements on the way.
“We’ll collaborate with them to develop and provide needed assets and collateral to drive demand,” he said.