CloudFuel program to give VARs tools and incentives for cloud communications
Business communications vendors Poly and 8×8 are partnering with distributor ScanSource in a program designed to give VARs the tools they need to help their customers migrate to cloud-based communications.
The Lowdown: The joint CloudFuel program will offer a mix of technology and financial incentives to the more than 35,000 resellers in ScanSource’s network.
The Details: The program is aimed at giving the resellers a single place to go for everything they need to help their end users adopt cloud-based communications solutions. It includes Unified Communications-as-a-Service (UCaaS) and Contact Center-as-a-Service (CCaaS) offerings from 8×8 and equipment from Poly, which used to be called Plantronics until it bought rival Polycom for $2 billion last year.
8×8’s X Series and stand-alone offerings will come with integrated analytics, migration tools, and deployment services, and customers will see financial incentives – including favorable leasing terms, pricing, and a buy-back program for their current on-premises systems – on Poly equipment.
In addition, the three companies will jointly invest in marketing, equipment buy-back programs, incentives, and migration tools. The CloudFuel program will be available starting in December.
Background: Organizations are increasingly adopting cloud-based communications, which promise improved efficiencies, scalability, and reliability, as well as lower costs and the ability to embrace modern technologies like artificial intelligence (AI). A Frost and Sullivan report found that 82% of businesses surveyed said they have moved or plan to move part or all of their telephony solutions to the cloud, though there is still room to grow. The companies estimated there are 350 million on-premises seats around the world and that less than 10% have been migrated to the cloud.
The Buzz: “For many years, 8×8 has been helping businesses replace their legacy on-premises solutions to modernize their communications and increase service quality, system resiliency, IT agility, and performance visibility, all with a single cloud technology platform,” said 8×8 CEO Vik Verma. “Today’s announcement takes our relationships with ScanSource, a leading provider of technology products and solutions, and Poly, the leading phone equipment provider, to a new level, uniting industry leaders together with a joint purpose – to deliver cost-effective, packaged programs that will enable countless organizations to easily and quickly take advantage of the cloud.”
“Our previous on-premises telephony system could not provide the critical integrated contact center functionality we needed,” said Bayard Carlin, senior director of technical operations at Colibri Group. “We moved to 8×8 for a single unified communications and contact center solution. I was impressed with how fast the switch-over took place and how seamless the project was from day one. We have realized 30% cost savings, and more importantly, we have less complexity and more functionality, including rich contact center analytics and an easier process for adding new agents or locations quickly.”
“This strategic partnership between ScanSource, 8×8, and Poly enables our VARs to resell 8×8 cloud communication services aligned with their existing, preferred business model that allows them to own the customer relationship,” said ScanSource Chairman and CEO Mike Baur. “This program will allow our VARs to manage the customer billings for the 8×8 and Poly solution, while also giving VARs the ability to add additional services that they provide.”
“For years, Poly has been leading the charge helping our customers move from on-premises telephony to cloud-based communications,” said Joe Burton, president and CEO of Poly. “With stellar partners like 8×8 and ScanSource, along with these new incentive programs, we’ll make the migration process to UCaaS as seamless as possible for our collective customers.”