Videoconferencing Player Peps Up Channel Initiative
Takes wraps off PexAdvantage program
Norway-based Pexip has unveiled a new-and-improved channel program that gives partners access to a broader product portfolio and additional incentives to accelerate sales.
The Lowdown: The PexAdvantage program opens the door to Pexip’s full product portfolio, with flexible deployment options – from self-hosted to as-a-service – to meet the varied architecture and security needs of end-user customers.
The Details: The new program has four tiers – Gold, Silver, Distribution, and Express – and allows channel partners to select tools and support that match their business needs. Key benefits include:
• Customer success resources – onboarding and renewal resources that support the full customer lifecycle
• Deal registration – opportunity to earn additional margin on qualified opportunities and manage customer relationships
• Education – technical training that positions partners as trusted advisors for solution implementation
• Full-service partner portal – easy-to-access platform for trial management, support, billing, renewals, and more
• Sales and marketing resources – access to Pexip’s high-touch sales team and go-to-market support
Pexip officials said reselling the company’s cloud-native videoconferencing platform, Pexip Infinity, allows partners to increase their recurring revenue and help customers collaborate “on any device, from any location.”
Through PexAdvantage, partners also have access to Pexip’s interoperability solutions, which allow for seamless collaboration by connecting video systems to products such as Google Hangouts Meet, Microsoft Teams, and Skype for Business.
Background: Pexip officials said the company sells its solutions 100 percent through the channel and works with 300-plus partners around the world.
The merger between Pexip and Videxio, which received regulatory approval earlier this year, creates a one-stop shop for both enterprise customers and service providers, according to analysts at Frost & Sullivan.
Meanwhile, analysts at Gartner project that the unified communications market will reach $45.7 billion by 2022. Systems and audio-visual integrators that partner with Pexip should be well-positioned to capitalize on that growth.
The Buzz: “Our channel partners have a tremendous opportunity to earn more revenue by reselling cloud videoconferencing, and we’re committed to helping them succeed,” said Tom-Erik Lia, Chief Commercial Officer at Pexip. “We’ve worked hard to create a new partner program that offers financial incentives to drive early and effective sales engagement, and to motivate transparency throughout the sales process. Together, we can help solve organizations’ video collaboration challenges and show them a better way to work.”
“AVI-SPL is thrilled to be able to offer our customers a full suite of videoconferencing solutions with Pexip,” said Tim Riek, senior vice president of services at AVI-SPL, a Florida-based provider of collaboration and AV technologies, as well as managed AV services. “Pexip’s flexible deployment model, interoperability with Microsoft and Google, and smart scalability are all valuable solutions for our enterprise clients around the world. With this expanded program, we are uniquely positioned to meet our customers’ needs.”
